How Does Your Service Or Product Benefit Your Client?
In order to be successful with your marketing and sales efforts, you must be clear and confident in knowing, discussing, and delivering the benefits of your services or product. Many sales people and business owners know their facts and features very well. Unfortunately, those alone will not always lead to a sale. To ensure more sales, you must also be able to communicate the benefit of the product or service.
How many times have you heard the line, “we are a full service…” or “we’ve been in business for 30 years,” or “we’re an award winning company.” All of these items are nice to know; they are great facts and features, but what do they mean to the customer?
- What will they ultimately get from your solution
- What solutions are you providing?
Here are some examples:
Certified Public Accountant
- Feature: “We offer expert tax advice.”
- Benefit: “If the IRS knocks on your door, you can have peace of mind, knowing that your taxes are expertly prepared.”
- Feature: “I’m a fully licensed and experienced massage therapist.”
- Benefit: “My massage will release the tension in you muscles so that you no longer feel the pain you are experiencing.”
- Feature: “I have built many businesses.”
- Benefit: “After our business evaluation, we will implement a step-by-step plan that will have you gain more clients in the least amount of time with less effort and confusion. Your business will become sustainable, profitable, and independent.”
Action Step: Think about your own offerings and how your customers ultimately benefit from its use. Include these benefits in all of your marketing and sales efforts.