New Age Marketing Tips

Marketing Success Article 



Why You Should Sell Benefits instead of
Features!

             By Otto Collins 

Why should you stress benefits instead of features of
a product or service?

It's simple...

Benefits SELL and Features DON'T! 

Most people, when trying to market their products and 
services focus their energies on trying to convey features of a 
product or
service. Most people want to tell their potential clients and 
customers all about what they offer, what colors it comes in and
a host of other things that are of no importance to anyone.  

This is wrong and should be avoided. 

No one cares about features--they only care about the benefits 
that your product or service will bring to their lives. 

Relating the benefits of a product or service generates interest 
in what you’re selling to potential buyers. Selling features does not. 
If you want to sell more of what you offer spend all of your time 
focused on the benefits 
that it will bring to others.  

So, what’s the difference between benefits and features? 

Features are the who, what, where, when and how of a product 
or service. Features could be the name of the product, size, 
color, location, available date, etc. 

Benefits are the ways your product or service will make someone 
else’s life better. For example, a four-cylinder engine is a feature. 
Getting great gas mileage is a benefit of having a car with a 
four-cylinder engine in it. Saving money on fuel costs are the 
benefits of getting great gas mileage. 

In writing advertisements, you’ve got to give your potential buyers 
a clear reason why they should call you instead of someone else. 
No one ever wants to take his or her hard-earned money and give 
it to you. However, people do want the benefits of what you are 
offering. Your job is to show them how having the benefits of what 
you have to offer them is more valuable to them than what you are 
asking in return. No one specifically wants a four-cylinder car, but 
there are plenty of people who want the benefits of a car with a 
four-cylinder engine. The same would apply to someone in the 
insulation business. No one particularly wants to buy insulation. 
They do, however, want the benefits of being warmer in the winter 
and saving money on fuel costs. 

If you want to be successful selling what you are offering, always 
sell benefits instead of features. When you do, you'll sell more and 
make more money! 

 

 

Otto Collins is a  Sales and Marketing consultant, Speaker and 
Writer who helps people like you learn how to sell more and make 
more money by improving your marketing efforts. To get more 
great marketing tips visit Otto at  http://www.newagemarketingtips.com   

   

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