Today's post is written by David Wojtonik, Principal Consultant at Sonoma Partners.
Establishing a value proposition for your CRM initiative seems like common sense, but all too often this critical step is missed or done at too high of a level and the implementation suffers because of it.
A strong value Proposition clearly explains how CRM will solve the end user's problem(s) and ideally quantify the value delivered. Additionally, a value proposition is not "one size fit's all" and needs to be tailored to the specific impacted group. Below I have detailed the key steps you will need to take to craft the right messaging to ensure your CRM implementation is well received and highly adopted.
- Identify who will be impacted.
- Determine how each group will benefit from participating.
- Quantify the impact if possible for each impacted group.
- Communicate the value proposition clearly in words everybody understands, concisely and avoid turning it into "hype."
- Clarify (and be honest) about what they are not getting as you are with what they are getting.
You must be careful, as your value proposition sets the expectation and you are responsible for meeting or exceeding that expectation.
Are you interested in learning more about value propositions and how they play into your larger CRM program? Contact us to learn more about CRM Engage.
This post first appeared on Sonoma Partners Microsoft CRM And Salesforce.com B, please read the originial post: here