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Once you have worked through your positioning, you need to share it across the organisation.
Positioning needs to have company buy-in so it can be used to inform branding, marketing campaigns, sales strategy, product decisions and customer-success strategy.
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Positioning is intentionally defining how you are the best at something that a defined market cares about. Customers need to quickly understand your product, why it's unique and why it is important to them.
Positioning is vital to every tactic we use, every campaign we launch, every...
Once you have completed a positioning exercise, you can consider how to define a story of how a salesperson would pitch the product. The aim is that everyone agrees on how the positioning will translate into a pitch.
The team needs to agree on
Once you have a good understanding of the value that your product delivers, then look at which customers really care about that value.
An actionable segmentation captures a list of easily identifiable characteristics of a person or company that make them really care about what you do.
List all of your capabilities that the alternatives don't, then group them broadly into "themes". To group points of value, take the perspective of a customer.
For example, attributes like “works on any mobile device” or “works without an internet connection” provide va...
A positioning process works best when it’s a team effort from different functions within the company as they can bring a unique perspective to how customers perceive and experience the product.
Consider these outputs that all flow from positioning:
Understanding the customer’s problem isn’t enough. It is also important to understand the alternatives you are compared to.
To do that, you need to understand who your real competitors are in the minds of customers. Grouping the alternatives can help the team move to the next step.
Your best-fit customers hold the key to understanding what your product is.
Make a shortlist of your best customers. The best customers understood your product quickly and bought from you quickly. They referred you to other companies and acted as a reference for you.
Pick a market frame of reference that makes your value evident to those who care about that value.
When you choose to position within a specific market, you give your prospects clues about what products they should compare you with.
Some ways to do this:
We have to consciously set aside our old ways of thinking to consider possible new ways to think about a product. This can be done with a common positioning vocabulary.
Get the agreement from the team that the product may no longer be best positioned in the way it was creat...
You can use a current trend to your advantage if it helps to reinforce your position and the value of your offerings. Aligning with a trend can help make your offering look current and relevant.
Most products are exceptional when we understand them within their best frame of reference.
Great positioning considers all these aspects:
How to find your product’s “secret sauce” and then sell that to those who desire it.
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Marketing needs to be laser-focused on generating leads that fit your ideal customer profile in order to reduce churn. We do this because it is inevitable that some poor-fit leads will still be generate and passed on to the sales division.
Questions to guide with vetting:
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