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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 youre 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, whats 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
elses 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, youve 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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