Are There Hidden Benefits To YOUR Product
I wanted to talk about 5 easy ways you can turn what you do, your business plan, from a list of boring features and accomplishments, into high-selling tactical missiles! Benefits people, benefits. That’s what sells stuff. People buy on emotion, right? So, get out your margarita maker and let’s start shaking.
1. Write down what you do on paper.
Don’t use Word, or Excel, get out a scrap of paper and write it down- it helps, believe me. Having your ideas, goals, plans and schemes on paper, transferred from your hand and your fancy pen to the pad makes a world of difference in how you feel about your new ideas. I believe you feel more faithful about the process when you write it down.
Attached you will find a handy chart you can use in Microsoft Word to put together your ideas. Print it out and write on it your new sparks of wisdom. You’ll thank me later.
Features and Benefits Doc
Features and Benefits PDF
Let me know how these work out for you in the comments!
2. Understand the Traps Of Boredom Staring At You
Every business, no matter what, has a Boredom Alarm, something that is staring others in the face but the person who is running the business is usually blind to.When you are writing down the features of your business on the sheet, it should start to become quite clear.
Let’s say you are doing a business where you are a marketing consultant or freelance business consultant. OK so far? Good.
Feature # 1 of your business: You consult with business owners to find hidden ways of making them more money. That’s a feature-the fact that you consult. Let me give you a tip: Not many people care if you are a business-growth consultant. There are a lot of us out there. So, how do you become different? How do you stop the Boredom Police? It’s easy. Just use the So-What Technique.
3. How Do I Use The S0 What Technique?
Ah. Glad you asked. The So-What Technique is a sneaky little tool that walks into your brain and automatically shuts off the boredom police from coming to your door! It works like this: Take the feature that you consult, OK?
Then write down on the paper, so what? The prospect is saying, so what, who cares about what you do…tell me more! So, you write down a more emotional answer like, I have spent 3 years finding the best ways to research consumer trends online, and I can find a hungry audience for your product in one day. That’s a huge benefit to hiring you! They save time, and they also get more knowledge than most have right now.
Feature: Business consultant
Benefit: 3 years finding the hottest buying trends online and off. Diverse methods of finding you a hungry audience for your product. Understanding the emotional reasons behind why people buy your product in the first place.
Much better than, “I’m a business-growth consultant”.
You could also add…
• Experienced the pitfalls and failures of blogging so you don’t have to.
• The secret mix of pay per click and article marketing that can save you thousands of dollars.
• And on and on.
So how these benefits, specific benefits, TRUMP the boring features of what you do. Like, I’m a blogger. So what? What successes have you had? What testimonials have you gathered from satisfied clients? What trends have you jumped on that really brought traffic? These are the benefits people want to see.
4. Walk People Through The Hire
Use words like
…”Think about this for a second, picture this, look at it this way, and other phrases that make people imagine the success they are having with you. Picture this: A growing list of hungry readers, hundreds of video hits to your blogged videos, people reading and responding to your articles online, and people signing up for your free e-book online. Many of these tactics can be done while you sleep!
Make you imagine the success right? Walk ‘em through the process.
5. Once You Add Benefits, and Walk Them Through It, Use Specifics
Can you do your job 3 minutes, 3 days or 3 months faster than your competitors? Say that in the headline. Is your turn-around time faster? Brag on that. Do you save your clients an average of 12%? Speak that loud man! Do you bring years of experience, failures and successes to the table? Talk about that honestly. People respond to honesty!