There are a lot of things that could greatly help to get more of your website’s visitors purchasing from you – a steady stream of insightful blog posts, for example, or a more intuitive navigation system. However, even many of these things may not be as impactful as they ought to be, if your target audience doesn’t understand or like your value propositions.
If you’re wondering, “what’s a value proposition?”, allow us to explain – it’s the benefits of a particular product or service of yours, minus the costs. When we say ‘costs’, we don’t necessarily just mean the asking price; the economic risk, time or resource investment required should also be factored in.
Think from the perspective of the buyer
Even the above definition is a little seller-centric, which may not aid clear thinking, given that it’s the individual buyer you’re supposed to be appealing to with your value proposition.
After all, the value proposition of a given product or service varies from one potential purchaser to another, because there may be certain features a buyer needs, and certain features they don’t. Plus, buyers tend to think in terms of a product or service’s pros and cons, rather than benefits and costs.
It’s handy, though, to consider value proposition from both a seller and buyer perspective, to give yourself a complete picture.
So, how can you communicate those ‘pros’?
Take a look at your company’s website. You might be offering more technical or complex products or services that can be difficult to explain. Have you communicated the value propositions for them, including what each product or service actually is?
There might even be key benefits of your product or service that you haven’t mentioned on your website. It’s for this reason that it is well worth sitting down and listing all of the elements of value that buyers get, before checking that your site clearly conveys each and every one.
You might also consider whether your site makes it obvious what happens once the buyer hits the ‘order’ button. This can be an especially important element if your business offers services rather than products. A diagram or flowchart could therefore be useful for leaving your target customer in no doubt about the process, and how it will begin to benefit them straight away.
Our expertise in ecommerce web design here at Piranha Designs could be instrumental in boosting your firm’s sales online this year. Highly rated packages are available at various price points to ensure you receive the right website design at a price that makes sense for your company.
