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ELab: Lost and Found Notes [10-16-2006]

Quantifying the value Proposition

* Price on benefits, not on costs

* Business people buy conservatively

* Getting Access to the customer

* Some entrepreneurs turn out to be true believers

* Keep the value proposition simple

* Use numbers

o Average wages

o Insurance

o Demo(Clock them)

* Keep risks separate

* Show numbers and use ranges

o Types of Savings

o Time saved

o Risks reduced

+ Examples

+ probabilities of accidents

+ What will the customer believe?

* Look for analogies

o What someone did

o Thruput increased

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