Week 30 - Talk About Benefits, Not Features

Customers make buying decisions based on their emotions and
the value the product or service brings to them. Bottom line: customers
choose a product or service based on its benefits, not its features. The
more perceived value a benefit offers, the higher it gets ranked in your
decision to purchase. Unfortunately, most business people , without thinking
about it, talk in terms of features. They are not accustomed to looking at
their products or services from a customer's perspective.

Your first task this week is to focus on your best
customers. What problems were they experiencing before they came to you?
What problems did you solve for them? How did you make their lives easier?
You provided some value to them that was significant enough to cause them to
spend their money. Your second task is to complete the attached worksheet.
Begin to include the language for your benefits in your messages to your
marketing team!

Features Tell - Benefits Sell. I used to focus on features
and learned this lesson the hard way. Thank goodness I love to read and
incorporated benefits into my sales strategy after 6 months of struggle.
I've filled out the attachment based on the services I offer. Read through
it, as it might help you with your project, then simply delete my inputs and
add your own.