EP008: Crafting Your Unique Value Proposition, the Art of the Demo and Testing the Pricing Model with Ash Maurya

Commanding Business

How do you get your customers from their current reality of riddled with problems to the future reality of alleviating the pain or removing the problem completely? You need to get the idea out of your head and into a format people will pay attention to. Crafting the proper unique value proposition is key. This single element relays your ability to get your customer to their desired outcome without being bogged down by the solution. If they believe your unique value proposition they will ask you about your solution which leads to invaluable feedback from which to base your pricing.

Key Takeaways:

[1:00] So what’s up with the Spark 59 name

[2:01] Failing to find the right customers and markets

[3:18] A repeatable meta-process

[5:38] The Lean Canvas tool

[7:54] 9 Lego blocks to create a business model

[10:12] Running off the rails at the artist stage

[12:18] Innovation + Business Applications = Cash Flow Positive

[12:53] A love of products that make a longer term impact

[15:16] We hire a particular service to do a particular job

[18:18] Competition isn’t necessarily in just one category

[20:58] A vehicle to build better entrepreneurs is the true product

[22:42] The unique value propositions job is to make you stand out

[24:34] The finished story benefit, the time box and the risk reversal

[28:11] Testing the value proposition and the art of the demo

[30:36] How much are you willing to pay for this solution is a bad question to ask

[31:42] I was reluctant to write a book but demand testing proved positive

[35:50] The magic of traction

Mentions:

Spark 59

JobstoBeDone

CrossingtheChasm

RunningLean

PracticeTrumpsTheory

Praxent