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Features and Benefits Are Powerful in Selling your Products and Services

March 15, 2019

You have a fantastic product or services that you want to promote.  You're excited and you want to tell everybody what your product does or what services you offer and how those services help them.  But there’s more to promoting your product or service.

 

Preparing the content for your website and talking about the services and products you sell can be a taxing task.  You know what your services are and what you can do to help your clients.  You know what your products are and how they work.  When you’re not at your computer, you’re probably composing in your mind what you want to write but when you get to your computer and are ready to write something you don’t know where to start.  Brain cramp!

 

Identify your product or service. 

  • What is your product? 

  • What is your service? 

  • What is the purpose of your product or service? 

  • What are the features of your product or service that would entice your target audience to want to use your product or service?

This may seem like a simple thing to do but is your product or service something that your target audience will be interested in?

 

Identify your target audience.

Be specific about who your target audience is.

For example,

  • Consider their age.

  • What is their occupation?

  • Where do they live?

  • Do they live in a house or a townhouse or an apartment?

  • Is your product or service gender specific?

  • Are the married or single?

  • Do they have children?

 

The big why:  Your target audience will ask, “What’s in it for me?”

  • What are the benefits for your target audience to use your product or service?

  • Does your product or service solve a problem for your target audience?

  • How does your product or service solve a problem for your target audience?

  • Why should your target audience use your product or service?

 

Writing or talking about what the purpose of your services are and what products do is essential but how do your services and products benefit to your target audience?  Something to think about.

 

 

How to proceed:

You will need to do market research.  Find out what your target audience’s problem is and how it affects their personal or professional lives.

 

After you have gathered information from your research you can properly position your product or service.  Provide some sample scenarios to show how your product or service solves problems.  Your target audience will become curious and want to buy your p

 

roduct or service and this will boost your sales.

 

Focus on the emotions that entice people to buy products or services.  There are 6 emotions that make people buy:  greed, fear, altruism, envy, pride, and shame.  The best marketers use their emotional influence people to buy their product or service.  Not all the emotions (greed, fear, and shame) are the emotional foundation for people to buy your product or service.  Focus on the positive emotions:  pride, envy, and altruism. 

 

Emotional connections are the key to selling your products or services to users.  By tapping into their emotions to catch their curiosity, interest, and trust will encourage them to buy your product or service again and again.

 

Transform features into benefits.  Tell your target audience how particular features of your product or service will benefit them.  Features act as the proof that your product or service provides a solution to your target audience’s problem and gives credibility to the purpose of your product or service.  Include testimonials as support.

 

Conclusion:

Features and benefits together are powerful in convincing your target audience to buy your product or service.  Your target audience doesn’t know anything about your product or service.  Think about what you know about your product or service and what emotions you would awaken in your target audience to encourage them to buy your product or service.  Most of all, tell how your product or service solves a problem for your target audience.

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