Your offer is made up of three things:

• UVP (Unique Value Proposition)
• Demo (how you deliver UVP)
• CTA (call-to-action)

Here are some guidelines for crafting your offer:

Unique Value Proposition

A single, clear compelling message that states why you are different and worth paying attention.

It’s time to revisit your UVP and refine it for the specific solution you designed in the Solution Design Sprint.

Who’s your true competition?

Your true competition represents the group of existing alternatives you are seeking to replace with your solution.

• In the case of the iPad, this was laptops.
• In the case of the iPhone, this was other smartphones, PDAs, and MP3 players.
• In the case of the iPod, this was other MP3 players and portable music devices.

What problem are you addressing with the true competition?

Your job is to break the old way for customers and cause a switch by positioning against problems with them.

• In the case of the iPad, this was clunky laptops.
• In the case of the iPhone, this was having to carry multiple devices in your pocket or purse.
• In the case of the iPod, this was limited songs capacity.

What desired outcome do you help your customers achieve?

You cause a switch by not just being functionally better, but emotionally better. By focusing on wants vs. needs.