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1、UNIQUE SELLING PROPOSITIONandTAGLINEPrepared by: GREGAR DONAVEN E. VALDEHUEZA, MBALourdes College InstructorUNIQUE SELLING PROPOSITIONwhat makes you different from your competitors (http:/ The term was invented by Rosser Reeves of Ted Bates & Company. Today the term is used in other fields or just c
2、asually to refer to any aspect of an object that differentiates it from similar objects. (http:/en.wikipedia.org/wiki/Unique_selling_proposition)UNIQUE it clearly sets you apart from your competition, positioning you the more logical choice.SELLING it persuades another to exchange money for a produc
3、t or service.PROPOSITION it is a proposal or offer suggested for acceptance.Major Benefits of USPImprove the positioning and marketability of any company & product because USP differentiates your business in the eyes of your current and potential customers or clients.Helps to improve your internal p
4、erformance by letting the team of the business focus on delivering the promise because the USP is a force that drives your business and sales success.How To DevelopUnique Selling Proposition (USP)?Step 1: Use your biggest benefitsStep 2: Be uniqueStep 3: Solve an industry “pain point” or “performanc
5、e gap”Step 4: Be specific and offer proofStep 5: Condense into one clear and concise sentenceStep 6: Integrate your USP into all marketing materialsStep 7: Deliver on your USPs promiseWinning USP Examples1.Example#1: Package Shipping IndustryPain: I have to get this package delivered quick!USP: “Whe
6、n it absolutely, positively has to be there overnight.” (Federal Express)2.Example #2: Food IndustryPain: The kids are starving, but Mom and Dad are too tired to cook!USP: “Pizza delivered in 30 minutes or its free!” (Dominos Pizza)3.Example#3: Real Estate IndustryPain: People want to sell their hou
7、se fast without losing money on the deal.USP: “Our 20 Step Marketing System Will Sell Your House In Less Than 45 Days At Full Market Value.”4.Example #4: Dental IndustryPain: Many people dont like to go to the dentist because of the pain and long wait.USP: “We guarantee that you will have a comforta
8、ble experience and never have to wait more than 15 minutes or you will receive a free exam.”5.Example#5: Cold Medicine IndustryPain: You are sick, feel terrible, and cant sleep.USP: “The nighttime, coughing, achy, sniffing, stuffy head, fever, so you can rest medicine.”6.Example #6: Jewelry Industry
9、Pain: The market hates paying huge 300% mark-ups for jewelry.USP: “Dont pay 300% markups to a traditional jeweler for inferior diamonds! We guarantee that your loose diamond will appraise for at least 200% of the purchase price, or well buy it back.”Elements of USP1.Outward focus 2.Targets a specifi
10、c group or niche 3.Easily understood and retained 4.Offers an obvious benefit 5.Avoids jargon (slang)6.Integrates easily with your marketing materials TAGLINEis a slogan which succinctly, memorably, and descriptively sums up a company or product. (http:/ Steps for Developing a TaglineDecide what you
11、 want to communicate with your tagline.Ask these questions:1.Who are your customers?2.What benefits do you give your customers?3.What feelings do you want to evoke in your customers?4.What action are you trying to generate from your customers?5.How are you different from your competition?Prepare to
12、brainstorm.Brainstorm.Consolidate your list.Choose the one best tagline.Tips on Constructing TaglinesExamine other peoples taglines to see what makes them work.Your tagline must be simple, concise, clear, understandable and convey your marketing message.Make sure your tagline can be understood by an
13、 international audience.Include words or phrases that connect with your logo or the visual you are using.Use active verbs.Once you create a tagline to support your marketing message, stick with it.Use a dictionary and thesaurus to find words to use.Tagline ExamplesJollibee: Langhap sarap.Sprite: Obe
14、y your thirst.Nokia: Connecting people.Smart: Me na me.Nike: Just do it.Spiderman: With great power comes great responsibility.Transformers: More than meets the eye.The Mirror Has Two Faces: There are two things a woman knows: what shes looking for and what shell settle for.Windstruck: If only I can
15、 feel you even as the wind.A Walk To Remember: She didnt belong. She was misunderstood. And she would change him forever.Elements of a Slogan1.Be precise (exact; accurate) in what you are saying.2.Make sure the words make sense.3.Have relevant (related; proper; significant) content.4.Be exceptionall
16、y easy to read.5.Have a product name that is easy to remember.USP or TAGLINE?Each advertisement must say to the reader: “Buy this product and you will get this specific benefit.”The proposition (proposal; offer) must be one that the competition either cannot, or does not, offer.Proposition must be u
17、nique and strong.Theres no requirement for a USP to be pithy (brief or condensed) or memorable.USP speaks to the buyer in the language of the buyer about what matters to the buyer.Taglines are used in advertisements to catch the attention of the viewers.Taglines are summary of the USP.Great taglines should incorporate or touch upon the USP but there are many taglines that dont.Taglines could (and probably should) be a short, catchy summary of the USP.Questions?Clarifications?Reactions?Referenceshttp:/ END -
