Value Proposition Worksheet: A Systematic Approach

Go to the tab “Value Proposition Worksheet.” Scroll past the below. This comes later.

Open up your “Persona” worksheet for immediate reference. For instance, refresh yourself on the top limitations you’ve prioritized to solve with your differentiator.

Add in all items with the blue header under “Your Answer”

List Convincing Differentiators. Do so by going through Step 3 below. This clarifies which of your differentiators is most worth highlighting.

Commit to checking your optimism bias. To counter this, actually go through existing competitors and substitutes to see what they offer and where your strengths and weaknesses are. You might find your differentiator isn’t that unique after all. If that’s true, adjust your differentiator or reframe to think about how you can achieve better results for your shared target market.

Audit differentiators. Open tab “Differentiators” and brainstorm options. (For more specific guidance on brainstorming questions, see Messaging & Positioning Template: Differentiators).

If you need tie-breakers, fill out the columns to the right of the “tie breaker” column.

Add to the reasoning column. This helps others understand the “why” behind your scoring.

Fill out the rest of the section “Convincing Differentiator.” Draw from your work in the tabs above.

Refine and clarify. (As also mentioned in the first post in the messaging and positioning template series, consider using AI to help generate options, but don’t overly wordsmith).

Check off and confirm completion of every key step in tab “Checklist”

Share this sheet with me providing “edit” access