Pull: Identify High-Value Jobs STRATEGYZER.COM / VPD / DESIGN / 2.2
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Great value proposition creators master the art of focusing on the jobs, pains, and gains that matter. How will you know which of these jobs, pains, and gains to focus on? Identify high-value jobs by asking if they are important, tangible, unsatisfied, and lucrative.
High-value jobs are characterized by pains and gains that are…
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Important
Tangible
When the customer’s success or failure to get
When the pains or gains related to a job can be
the job done leads to essential gains or extreme
felt or experienced immediately or often, not just
pains, respectively.
days or weeks later.
ǃɲ Does failing the job lead to extreme pains?
ǃɲ Can you feel the pain?
ǃɲ Does failing the job lead to missing out on
ǃɲ Can you see the gain?
essential gains?