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Are you clear as crystal about
the difference between FEATURES and BENEFITS? Because, if you are not,
you are simply throwing sales out the door.
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Why? Because your
customers buy BENEFITS. They don't buy the features of your
product or service (they'll think about features after
they've purchased).
BENEFITS answer your customers' question, "What's in it for
me?" if they buy from your business.
FEATURES merely describe the product or service itself.
And, let's face it, they can probably get the same
product/service elsewhere. But, can they get the BENEFITS
only your business is offering? |
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So, yes, benefits are extremely important. So, we have constructed a
"Features and Benefits Statement" to assist you in defining the features
and benefits of each and every product and service within your business.
Step 1
Fill out a separate Features & Benefits Statement for every product
and service in your business.
Step 2
Conduct a training session with your staff on the benefits your
customers receive by choosing your business. Make sure everyone
understands the difference between features and benefits, because
benefits are the difference between your business and "Joe Bloggs"
down the road.
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The benefits
your customers get from purchasing from your business are
what makes you unique, and gives you that
"stand-out-from-the-crowd" quality (the crowd being your
competitors). Every member of your staff should be a
walking, talking ambassador for the benefits your business
offers.
For an easy to use template to help you with this process
click here. |
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