India Unveils the World’s Largest Solar Power Plant

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Kamuthi in Tamil Nadu, India is now home to the world’s largest solar plant that adds 648 MW to the country’s generating capacity.

Previously, the Topaz Solar Farm in California, which was completed two years ago and has a capacity of 550 MW, held the title. Aljazeera reports:

India Unveils the World’s Largest Solar Power Plant


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Kamuthi in Tamil Nadu, India is now home to the world’s largest solar plant that adds 648 MW to the country’s generating capacity.

Previously, the Topaz Solar Farm in California, which was completed two years ago and has a capacity of 550 MW, held the title. Aljazeera reports:

Tesla Runs Tau In American Samoa Island On Solar Power


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Tesla has announced their solar panels are nearly entirely powering the island of Ta’u in American Samoa.

SolarCity developed a microgrid with 1.4 megawatts of solar generation capacity – enough to power nearly 100% of the island, according to a SolarCity blog posted on Tuesday. The microgrid is enabled by 60 Tesla Powerpacks, the company’s large commercial battery, which can store solar energy at night.

Tesla Runs Tau In American Samoa Island On Solar Power

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Tesla has announced their solar panels are nearly entirely powering the island of Ta’u in American Samoa.

SolarCity developed a microgrid with 1.4 megawatts of solar generation capacity – enough to power nearly 100% of the island, according to a SolarCity blog posted on Tuesday. The microgrid is enabled by 60 Tesla Powerpacks, the company’s large commercial battery, which can store solar energy at night.

Why Your Unique Value Proposition Isn’t as Important as You Think It Is (and What Matters More)

A hot prospect has demoed your software or product, and now you’ve got Sales talking with the decision-makers about an enterprise solution that will be your biggest yet. You find out they’ve narrowed down their decision to you and two of your competitors. This should be a slam dunk-you just spent the last three months doing market research and sharpening your Unique Value Proposition (UVP), and you know your team now clearly communicates the unique value you provide.

But the sales process drags out weeks and months. . . and the prospect is asking for discounts and extra customization at no additional charge. You’re crunching the numbers, trying to figure out how to keep the deal alive and asking yourself why you’re stuck competing on price again. And then you find out the prospect chose a competitor.

What went wrong? Your UVP was strong. Your sales team was at the top of their game. What happened?

As it turns out, UVP isn’t as important as we think it is. CEB research surveyed 3,000 B2B buyers across 36 brands and 7 industries and revealed that only 14% of buyers perceive enough meaningful difference between brands’ business value to be willing to pay extra for that difference. Unless you’re selling something truly revolutionary-solving a problem that has not yet been solved in any way, shape, or form-your UVP is pretty much the same as your best competitors’ UVPs. Although there are subtle differences, your prospects are saying they’re not willing to pay for them. So you end up competing on price.

difference-between-supplies-enough-to-payOnly 14% of buyers saw enough difference between suppliers to be willing to pay a higher price for it. (Image Source)

What’s the solution? It’s not that UVP doesn’t matter at all. B2B buyers demand ROI-you have to deliver at least as much business value as your competitors do, in order to get into the consideration set. So all the work you put into developing your UVP isn’t wasted.

Personal Value Beats Business Value

But while nearly all B2B companies focus on business value and treat B2B buying as a rational decision process, the reality is that people are making these buying decisions-people who have emotions and who are concerned about things like getting a promotion, being respected by their peers, and not making mistakes. They fear risk. They want admiration. They are driven by the desire to be successful.

According to CEB’s research, over 90% of the B2B buyers surveyed would either put off the purchase indefinitely or would buy from the lowest-price supplier in their consideration set. If you’re going to consistently win deals profitably, you need to address personal value at least as much as you address business value.

buyers-who-see-personal-value-versus-those-that-dontBuyers were much more likely to purchase from the supplier that demonstrated personal value. (Image Source)

There are two sides to personal value-a positive and a negative. If you tackle both in your marketing and sales materials, you’ll build a strong case that will motivate buyers. Let’s look at each of these in detail.

Address Personal Benefits

The positive side of the personal value coin is personal benefits-how your product or service benefits your prospects personally. While every individual will have his or her own goals and desires, you’ll want to identify two or three that are shared by most of your prospects so you can focus on these in your marketing. (If you break out different market segments or personas and market separately to each, you have the freedom to get more specific with the personal benefits you highlight.)

To identify the personal benefits that will resonate with your prospects, you’ll need to do a bit of research. The easiest way to learn this info is to set up brief phone interviews with current clients or prospects who fit your ideal client profile. Here are a few questions you can ask that will give you insight.

  • What is important to you as a [title or role]?
  • What are you currently working toward? (A promotion? A role change? You’re looking for what motivates them.)
  • What are your one-year goals?
  • Where do you see yourself in two years?

Once you’ve completed your interviews, look over the words and phrases that your interviewees used to describe what matters to them. What words and phrases were used the most? These are the ones that you’ll want to incorporate into your messaging to ensure prospects fully understand and instinctively react to what you’re saying.

Address Personal Risk

The negative side of the personal value coin is personal risk. Fear is one of the strongest forces that prevent people from taking action-even action they logically know they need to take. If you want prospects to move forward in the buying journey, you’re going to have to address their fears.

Nearly every B2B buyer, no matter what his or her job role, has the following fears.

  • Potential loss of time. Would-be buyers are busy and almost always have more on their to-do lists than they can possibly get done. They worry that implementing your solution will take up too much of their valuable time.
  • Potential loss of respect. To get the deal agreed upon, buyers have to champion your solution to their teams. They worry that if your solution doesn’t deliver as promised, or if it’s a nightmare to implement, they’ll lose the support of coworkers and superiors.
  • Potential loss of job. If the performance of your product or service is bad enough and causes a large loss of money or potential revenue, a buyer could lose his or her job over the purchase. This is a fear that can easily and completely derail a purchase.

If you want to close the deal, you’ll need to address each of these fears in your bottom-of-the-funnel marketing content or sales materials.

Personal value is a powerful driver of purchase decisions.

It’s important to note that “showing” is more effective than “telling” prospects that they don’t need to worry about these potential hazards. Besides that fact that it would be weird, no one would believe you if you simply stated, “And there’s no reason to fear losing your job if you buy from us-you won’t!”

Use testimonials and case studies to demonstrate the results you’ve achieved for other companies similar to theirs. Point out how quickly or easily the implementation went and the specific ROI you delivered. Social proof (especially if you’ve got testimonials or case studies from companies well-known in their industry) will alleviate their fears better than anything else.

Dig into the Pain of Non-action

The best way to overcome that last bit of doubt remaining after you’ve addressed potential fears is to dig into the pain that will result from not moving forward with the purchase.

Find out what the buyer will lose if he or she puts off the decision, and quantify it. How much revenue is he or she sacrificing? How much time is he or she wasting?

Then compare the loss resulting from inaction to any remaining potential risk. You need to show the buyer that the reward greatly outweighs any potential risk. This is the final kick-in-the-pants that buyers need to make the purchase.

The best time to point out the pain of non-action is in your proposal. After you’ve clearly communicated business benefits and personal benefits, and after you’ve assuaged their fears, make sure they feel how much the status quo hurts-and how that pain will just continue to get worse the longer they stay there.

Never Forget You’re Selling to People

The companies that win will be the companies that thoroughly understand their prospects and clearly communicate personal value as well as business value. Never lose sight of the fact that, even as a B2B company, you’re selling to people. Show off that shiny UVP, but don’t stop the conversation at business value. And you’ll find that price is no longer holding you back from those highly-coveted enterprise deals.

About the Author: Laura MacPherson is a freelance writer who integrates persuasion psychology and research into copywriting and content for B2B companies. Follow her (or connect) on LinkedIn for an unlimited supply of marketing tips and tricks.

Proven Tactics For Getting Healthy Radiant Skin

Proven Tactics For Getting Healthy Radiant SkinIt seems as though everyone, including television, papers and publications, is well-aware of the need for women to look after their skin. In even more current years, nevertheless, there is a growing interest in tips on mens skin care.

It made use of to be that guys who cared about their skin had an extremely limited range of options. They may have had one or two options, but after that, many of the items they could use were made by ladies and for ladies. Let’s face it, most guys have an image to maintain, and being seen buying “girly stuff” simply does not sit well. The good news for men is that the rest of the world has lastly caught up to their skin care needs. Learn more about top rated electric razors here.

While everyone is various, guys tend to have different skin than females, and that indicates that they need specially created products. Another consideration is that guys who shave their faces are already doing some fundamental skin care, even if they are not aware of it. Moreover, shaving needs its own set of suggestions on guys’s skin care, including another difference in between the products men and women need to be utilizing.

Shaving tips are a good location to begin. You should only shave after showering, or treating your face with a hot, wet towel. This will offer your whiskers some time to obtain softer, permitting a simpler, better and more comfortable shave. The razor you use makes a huge distinction, so it’s not a great idea to use inexpensive non reusable razors. If you are searching for the genuine secret to a top notch shave, it’s shaving oil. This is an oil that is put on the face prior to the shaving foam or gel. Let the oil and foam sit for a minute or two so it has time to more soften your whiskers. Shaving in the same direction as your beard development will certainly lessen any bumps. Make certain to rinse off your razor after every stroke. As soon as you are done, apply an aftershave balm, and finally a small dashboard of perfume if the balm is unscented.

Generally speaking, men have more oily skin when compared with women. Cleaning your face with a gentle cleanser once a day will assist keep the oil under control. You need to avoid using routine soap because it can make your skin too dry, which can in fact cause your skin to produce even more oil to compensate. Look for soaps that are made for particularly for the face and don’t have chemical ingredients such as perfumes and dyes.

If cleaning your face isn’t enough, then you could wish to add a toner and moisturizer to your routine. The toner will shrink your pores and make your face feel fresh, providing you a nice, peppy feeling. Moisturizer will keep your skin smooth and hydrated, and prevent early aging.

Following these fundamental suggestions on mens skin care will get you off to a great start, but it’s only a beginning. There are a lot of outstanding products designed with guys in mind. If you discover one that looks excellent to you, make certain to grab it.

How do well-known actresses stay looking so gorgeous as they age? They take specifically great care of their skin, which is something YOU can replicate from your own home! Here are some time-tested ideas we have actually collected to help you with your skin care regimen so you can mature gracefully too.

The power of exfoliating comes from the length of time you do it, not the force. Many individuals make the error of rubbing their skin too hard when it pertains to using an exfoliating item. Use small gentle activities, but enhance the length of time that you do it, for much better outcomes.

If your skin is prone to acne, about twice a month you can use a mask you make in the house making use of aspirin. Dissolve 4 or 5 aspirins in water. Put on your face for about 15 minutes and wash off. It is fine to use this on any skin type, yet you will actually see outcomes if you have acne vulnerable skin. Do not utilize this mask more than two times a month.

Chose recyclable and recycled packaging for your skin care products. With the quantity of skin care creams and potions out there, a lot of containers wind up in garbage dumps. Look for business with solid reusing procedures in place. It is no good to purchase natural products in bottles that can not be quickly recycled.

Advantageous skin care insight, it is best to see a skin doctor. They can look at your certain skin type and conditions and provide you the best advice and possibly prescribed washes or medication. If your skin requires more care than basic washing and lotion application, it is time to see a dermatologist.

Fast food is among the worst things that you can consume during the course of the day for your skin. Usually, this type of food is fulled of fat and oil due to the poor quality and approach of food preparation. At night, attempt not to offer into your yearnings for fast food, if you want healthy skin.

After washing your confront with a light soap you must apply a toner. Toners help clean pores and tighten them to prevent dirt and germs from getting in. Gently use the toner with a cotton sphere to areas of the skin. Some toners consist of alcohol, so it’s best to contact a skin doctor to figure out which toner is right for you.

Using a good, high-quality shaving gel can reduce the irritability triggered by shaving and enhance total skin care. Shaving can put the skin at risk with abrasion. Lots of gels and foams for shaving, now include moisturizers and other ingredients, that assistance nurture the skin and reduce the hazardous effects of using a razor.

If you stay up to date with your skin care program daily, guaranteeing your skin gets all the nutrients and therapies that it needs to stay soft, supple, and young looking, then you will have no problems in the years to coming or even years. You’ll always look your absolute finest at any age!