Interviews and news

Selling Benefits instead of Features and Increase Your Sales

Sep 8, 2022

Table of Contents

Reader Disclosure

Benefits and features is the most commonly used expression in the world of business and especially in relation to sales. What does it really mean? How do you plan to differentiate from benefits and features?

For example, scalability. If a product tends to be useful and relevant when your company expands can you say that it is a positive or an advantage?

The line between benefits and features is frequently unclear, however coming to understand the differences between the benefits and the features is crucial for selling.

If you can describe each of these points to potential customers and prospects, you'll have an more success in proving your company's worth to them.

In this blog post, we'll address how to sell benefits and not the features. Also, we'll define each one of these things, and talk about the most effective way to explain the advantages and benefits of your product to potential clients. So, let's get rollin'.

Benefits and Features, Defined

It's difficult to get into the ins and outs of it without some basic definitions. To begin, let's define what benefits and features are.

What's the definition of an attribute?

Let's go against the alphabetical order here and begin by focusing on features. In business terms, a feature is exactly the same as it sounds. The term "feature" is used to describe are the primary features of a service which aid in defining its purpose, the things it can do, and also the purpose behind it.

Let's say, for instance, we want to take . The main benefit of this is that it gives entrepreneurs and small businesses with the tools they need to make money from their WordPress sites.

What are the benefits?

Benefits are benefitis how a item or service's capabilities actually improve a person's life in the way that they can benefit someone in.

So, What Does mean to sell Benefits Not Features?

Think about a product or service you use. Or better yet, think about your own online business.

You can probably describe its features pretty easily. What does your business do and how does it achieve it?

Benefits aren't easy to describe. Before you can describe the benefits of your products to customers There are two aspects that you should first know:

  1. The product itself
  2. The goals of the buyer and their challenges

Obviously, understanding your business is essential to be capable of explaining it. Additionally, you must know what the client wants and the obstacles they may face.

It's partly because the buyer's needs are different for each What one individual could find to be beneficial may not necessarily the same for a different potential buyer. Certain things that you consider to be beneficial may not be relevant for someone else.

Here lies the main distinction between features and benefits: They are important for all buyers. The benefits, however, may be different from person to person.

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

  • High-quality paywall content
  • Make different levels of membership
  • Create "buffet" like membership sites
  • Provide their customers with coupons that can be customized
  • Then on.

All of them have differing benefits. As an example...

  • Paywalling provides creators with peace of mind that their content is secure from unwanted eyes.
  • The built-in LMS is extremely easy to build out your coursework.
  • Different membership levels permit a creator to entice new members by offering some material for free.
  • The drip of content is what keeps people returning for more, and helps keep content up-to-date.

It is evident that in order to market benefits, it is essential to understand the product or service. To sell advantages, it is essential to understand the customer who's purchasing it.

What is the best way to sell benefits instead of Features

Therefore, the main point is that the benefits are more dependent on the buyer more than the service or product itself. The focus is on what the experience of the buyer will be improved after purchasing the product, rather than the things which the product is able to do.

Do the two? For sure! However, the secret lies about the spin of facts.

When you concentrate your discussion points on the benefits relevant to the person you're talking about You'll see they're more likely to be interested.

Following are a few tips that you should follow when trying to market products based on their advantages.

Understand Your Customers

It's hard to overstate the significance of this one. To make an effective sales pitch, you have know what aspects customers are interested in.

If you're not able to understand your customers (and most people do not believe they're understood by businesses they buy from), you're in trouble.

Do Your Research

Find out data that will help you understand what drives your customers to click. That "gathering" may take many types of forms, ranging from surveys , interviews, and the use of social media.

The point is to set out with the goal of finding out what your customers want. Discover their desires, goals as well as their thoughts and plans.

If you know your clients and what they're looking for, you're in good shape to pitch your product or service to them. Customize the message. If not, it may be seen as boring in nature, boring, or unrelated to their circumstances.

Focus on Pain Points

When describing your business's benefits, you'll find it's a lot easier if you consider your customers their pain points. In this way, you'll be in a better position to describe the advantages which will eliminate those issues.

Don't Overdo It!

Let's say you're looking to design a Facebook advertisement to advertise your online class. You've got about 1200x1200 pixels of space to hook and catch your customer. It's not much space to play with therefore you have to make sure you are strategic.

Consider which benefits are most important to the person that you are trying to reach. Then drill down to address those one or two areas.

If you provide numerous benefits in a single pitch, it can come off as fake and can be confusing.

If you spend ten minutes talking about two benefits, you can be in great depth. However, if you're spending the same time explaining the two ways your business can solve two of the biggest issues...

Like I said, quality over quantity. Focus, be precise, and precise. Your clients are more likely to be grateful for your efforts by making purchases.

A 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 has over 300 instructional videos that are accessible in a range of levels of membership, from free to paid. The site makes excellent use of the paywall in order to secure lots of top-quality video and instructional content.

In other words, if you were Tom What is it that you would do to market the benefits of TheGuitarLesson.com as opposed to its features? What are the benefits his business offer which are worthy of marketing?

The site's primary feature is quite clear. It's a platform that offers live guitar instruction online for those who sign up.

To some customers, a benefitof online guitar classes could include access. As an example, this advantage might appeal to people living in remote areas or those handicapped.

Accessibility would also be a benefit to a customer who isn't able to travel and take individual lessons. Being able to take guitar lessons at any time and from any location could be an enormous benefit to customers who have difficulty focusing their calendars.

Another positive aspectof online music lessons might be the privacy. For introverts not too keen on sharing their off-key attempts at chords with the other students in the class The privacy offered by online lessons would present an important gain.

Use a cheat sheet

The process of determining the benefits of the features may be confusing until you get the knack of it. If you're looking to clear up any kind confusion regarding marketing it's easy to use a tried and true method - the old outdated guide.

I created mine to impress, however an hand-drawn cheatsheet works just as well. Create a "feature" column and then an "benefits of the feature" column. Then put on your thinking cap.

You'll be amazed at how quickly you can create the benefits of your site's features are presented to you in this way.

Use Artificial Intelligence

If you really want to take the easy route (and why wouldn't you? ), you can leave your work to machines.

The first template is described as "Feature to Benefit".

For Jasper's Feature to Benefit tool, just enter a short description of the product you are selling and pick a tone voice.

Click "Generate AI Content", then Jasper gives you the benefits that are related to your product. Sounds too good to be true you think?

In the screenshot below, I have included a brief description of this blog post, and, well, see for yourself:

In the case of long-form content, the jury's still in the sand on Jasper. The output of Jasper does need some editing.

But for short form the tool is an excellent (and extremely cost-effective) source, especially the Benefit for Feature tool. You can click the link below to find out more about pricing.

Conclusion

The process of starting an online business could be an exciting and thrilling endeavor. But it can be tough to set yourself apart from your competitors.

However, you've got it! Make sure to focus your marketing message on the ways your company can improve people's lives, and NOT what it is your business does.

Do that, and you'll get ahead of the pack in no time.

cta character

Take Action today!

Start getting paid for the content you create.