8/12/2025-Your value prop…your voice

If you’re hesitant to use the Value Prop your marketing team created, then create a version you feel comfortable using. (NOT using a VP in your customer conversations is NOT an option.)

A strong and effective VP requires a good script, and your good voice…your human voice! But to develop your authentic voice, you must start with a script that doesn’t sound scripted. (Got that?)

A good VP script, plus your practice, will help you talk with your customers more about benefits, benefits, benefits versus "features, features, features".

Today, practice your VP with a friend. (Yes, that’s called role-playing – that’s not below you, right?)

If you don’t sound confident and authentic, then surgically remove certain words or phrases and replace them with language that does make you feel confident.

To strengthen your selling voice, you must practice the VP many times. If you come across sounding like a web brochure or like you’re pitching, you need to do more editing. And practicing.

It’s best to practice with a friend, rather than on your clients.

So you got your VP down…and now you’re ready to turn it UP! Good!

Anyone can memorize a script summarizing a company’s benefits package, but those who know how to make the VP sizzle day in and day out hit their numbers.

Watch Michael Keaton bring the passion and emotion to his VP as Ray Kroc in this 1.5-minute clip from the movie, The Founder. (Big Mac anyone?)