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How to Sell Benefits Instead of Features and Boost Conversions

Sep 8, 2022

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Benefits and features is the most commonly used term in business, particularly when it comes to sales. But what does this really mean? What is the best way to distinguish from benefits and features?

Like, scalability. If your product has the potential to be useful and relevant as your business grows, is that a benefit or just a benefit?

The distinction is often unclear, however coming to understand the differences between the benefits and the features is really important for sales.

If you are able to describe all of these things for your potential clients and prospects, you'll have an better chance of proving your business's worth to them.

In this blog post We'll look at how you can sell benefits and not attributes. Also, we'll define each one of these things as well as discuss how to best describe the advantages and benefits of your product to potential customers. So, let's get rollin'.

Benefits and Features, Definitions

It's difficult to get into the ins and outs of it without a working definition first. So to start off we need to define what the advantages and functions are.

What's the definition of an attribute?

We'll go against the alphabetical order here to begin with the term "features. In business terms the term "feature" is precisely what it sounds like. The term "feature" is used to describe are the primary functions of a product or service, which help define its purpose, the things it does, and its function.

Let's say, for instance, we want to take . A benefit of this is that it offers entrepreneurs and small companies with the resources they require to make money from their WordPress sites.

What's the benefit?

A advantageis how a item or service's capabilities actually make a difference to the life of a user in the way that they can benefit someone in.

Also, What does mean to sell Benefits and Not Features?

Imagine the product or service that you use. Consider thinking about the online company you run.

You could probably explain the features of your business in a few sentences. What do you offer, and how does it achieve it?

Benefits aren't easy to describe. Before you can describe benefits to your customers, there are two things that you should first know:

  1. The actual product
  2. The buyer's goals and challenges

It is obvious that understanding the business is vital to being capable of explaining it. In addition, you have know what the client is looking for and what obstacles they may face.

This is in part because the buyer's needs are different for each - what one person could find to be beneficial may not necessarily beneficial to an entirely different buyer. Things you would consider beneficial may not be relevant to someone else.

The main difference between benefits and features: The benefits are applicable to everyone who is a potential buyer. However, benefits can vary from person to person.

It can be used to serve a range of needs. Our creators do things like:

  • High-quality paywall content
  • Create varied membership levels
  • Create "buffet" type membership websites
  • Offer their users customizable coupons
  • So on and so forth.

And all these use cases offer different benefits. For example...

  • Paywalling provides creators with confidence knowing that their work is safe from the unintentional eyes of others.
  • Having a built-in LMS makes it tremendously easy to create courses.
  • Different membership levels permit an author to lure new users by providing content in exchange for free.
  • Content dripping keeps customers returning for more, and ensures that content is always fresh.

It is evident that in order to market the benefits of a feature, you must understand the product or service. For selling advantages, it is essential to know the person buying it.

What is the best way to sell benefits instead of Features

So, the bottom line is that benefits are dependent on the consumer more than the service or product itself. It's about how the customer's life will be improved after making the purchase and not the specific things that the product does.

Are there any overlaps between the two? For sure! But the trick is all involved in the spinning of the facts.

If you make sure to focus your talk about the advantages that matter to an individual You'll see they're more likely to become interested.

Following are a few tips you can follow when trying to sell a product based on its positive aspects.

Understand Your Customers

I can't overstate the importance of this point. For a convincing sales pitch, you have be aware of what customers are interested in.

If you're not able to understand your customers (and the majority of people don't believe they're understood by businesses that they purchase from), you're in trouble.

Do Your Research

Find out data that will help you understand what makes your customers tick. That "gathering" can take all types of forms, ranging from surveys to interviews and social listening.

It is important to start up with the intention of finding out what the customers would like. Discover their desires, goals as well as their thoughts and plans.

If you know your clients and what they're seeking, you're in good shape to promote your service or product to your customers. Make it personal. If not, it may appear generic and boring or even irrelevant to their circumstances.

Focus on Pain Places

In describing the benefits of your company, you'll find it's a lot easier to think about your clients problems. In this way, you'll be in a better position to present the advantages of your business which will eliminate those issues.

Don't Overdo It!

Say you want to create a Facebook advert to market your online course. You've got about 1200x1200 pixels of space to hook and attract your potential customer. It's not much real estate to work with and you must take care.

Consider which benefits are most important to the person you want to target. You can then narrow down those one or two areas.

If you provide numerous benefits within a single pitch it may appear unauthentic or even confusing.

If you take ten minutes talking about the two benefits and benefits, you could be in great depth. If you're spending your time describing the two different ways that your company can solve two of the biggest issues...

As I mentioned earlier Quality over quantity. Make sure you are precise, focused and precise. Customers are likely to appreciate it by making an purchase.

Case Study: TheGuitarLesson.com

Imagine you're Tom Fontana, the owner, proprietor, and guitarist-extraordinaire of TheGuitarLesson.com, a -based online business.

Tom's site features over 300 videos, which are available in a range of membership levels ranging from free to paid. The site makes the most of the paywall in order to secure tons of high-quality video and instructional content.

So, if you were Tom What would it mean to sell the advantages of TheGuitarLesson.com rather than its features? What are the benefits the company provide that merit selling?

Well, the site's main characteristic is clear. It's a website that provides live guitar instruction online to anyone who signs to sign up.

To some customers, a one of the benefitsof online guitar lessons may include access. This, for instance, may appeal to students who live in rural areas, or those with disabilities.

Accessibility would also be an advantage for a client who does not have time to go out and do in-person lessons. Being able to take guitar lessons whenever and from anywhere could be a major gain for those who are having trouble clearing their calendars.

Another benefitof online music lessons might be security. For those who aren't eager to share their out-of-key efforts at chords in an entire class The privacy offered by online lessons would present an important benefit.

Use a cheat sheet

The process of determining the benefits of features can be a little complicated until you're able to get knack of it. However, if you're trying to clear up any kind of confusion in marketing There's an old-fashioned solution - the good old traditional guide.

I created mine for looks, but you can draw a cheat sheet equally well. Create an "feature" column and then a "benefits of the feature" column and take off your think cap.

You'll be amazed at how quickly you'll make advantages when the features of your website are shown to you in this format.

Use Artificial Intelligence

If you're really looking to go the easy way (and who wouldn't! ) it is possible to leave the hard work to the machines.

The first template can be literally called "Feature to Benefit.".

To use Jasper's Feature to Benefit tool, simply write a brief description of your item and choose a tone of voice.

Select "Generate AI Content", and then Jasper gives you the benefits that are related to your product. It's almost like too good to be true isn't it?

In the image below, I've included a quick explanation of the blog post. And, as you will see:

When it comes to long-form content, the jury's not yet in the sand on Jasper. Its output does require some editing.

But for short form the tool is an excellent (and surprisingly affordable) tool - particularly the Benefits of Feature tool. The link below to find out more about pricing.

Conclusion

Beginning an online company can be a really exciting challenge. However, it isn't easy to differentiate yourself from your competitors.

You're in the right place! Focus your marketing efforts to how your company's work will improve the lives of people, and NOT the things your company is doing.

If you do this, you'll be ahead of the crowd in no time.

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