A business colleague recently sent me an email very concerned about her value proposition. She runs a promotional products firm and has always told prospects, "Our business is to promote your business." But after reading Selling to Big Companies, she got concerned because it didn't sound strong enough.
Her target market is the media – TV, radio & print. She asked if she was on the right track with statements like, "We can help you increase viewers, ratings, readers or listeners." She also wondered about differentiation, saying that she really cared about helping them reach their goals and that she donates a percent of profits to good causes.
So what do you think? Would it tempt a corporate decision maker from a decent-sized TV or radio station to take her call? Would it entice a prospect who works for a major newspaper to meet with her? If it's not strong enough yet, what suggestions would you make to help her get her foot in the door?