Very common with technology companies. After a half-hour discussion or visit to your website, the question you get is, “What do you do, again?” Time to focus and simplify.
You need a simple, clear value proposition. And a messaging strategy that comes from your customer’s perspective. Not your developer’s. This holds true whether your audience is OEM engineers, systems integrators, or end users.
When you’re formulating your elevator pitch, sometimes it helps to pretend that you’re explaining what you do to a 6-year-old. It gets you past the buzzwords and specs to the simple and compelling “reason to buy.”
Your technology probably does dozens of amazing things in a lot of different areas. But what’s the most important “pain” that it relieves?
Your value proposition should include the main problem that your product solves, for whom, and why it’s better than the current alternative. For each segment, you will need a slightly different slant.
If all your marketing materials do this now, congratulations!
If not, it may be time to think about repositioning.
Reality2 example: Altaeros
Altaeros sells an energy-generating wind turbine that floats up to heights where the wind is stronger. They had cluttered their ads with a lot of extraneous information that obscured their main benefit. Our solution (below) was straight forward.
See other Reality2 examples of clear, simple messaging
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