Discovering The Benefits That Hook Your ProspectDiscovering The Benefits That Hook Your Prospect

Benefits! They're what marketing is all about. No doubt you've heard the mantra over and over: "Benefits, not features.. Benefits, not features."

So how do you tell the difference, anyway? And how do you choose which ones will get your prospect's heart pumping?

First, let's set the parameters: A feature is a raw fact about your product or service. You're open from 9 a.m. to 9 p.m. Your widget slices, dices, and then folds flat. Your cleaning service uses Chemical X to clean carpets.

A benefit, on the other hand, is the specific advantage of your product or service. It stirs the emotional desire within your prospect, and connects him with what you are selling. It tells him What's In It For Me.

Your convenient hours make after-work shopping a breeze. Your widget makes dinner prep simple and saves counter space. Chemical X leaves carpets sanitary enough for babies to crawl on.

Every feature provides at least one benefit, often several. So discovering benefits is just a matter of finding out what each feature does for your prospect.

Take a sheet of paper and divide it in half. On one side, list all the raw facts about your product or service. Include everything you can think of, from size to color to every service you perform.

Now, change hats. Think like your prospect, and go back over that list. After each feature say, "This means that I..." and finish the sentence. What can your prospect do, or get, or save because of that feature?

Some benefits will be stronger than others, and most likely there will be two or three that you just know are power-packed. These are the ones you'll want to use in your headlines and leads.

Your prospect discovers What's In It For Me, and you discover that more prospects are becoming customers. That sounds like a benefit all around.

by Lisa Packer
References and Bibliography

Does your marketing forge an emotional connection with your prospects? It can. Lisa Packer delivers persuasive, targeted copywriting that dramatically increases your business. Unleash the power of words on behalf of your business by visiting http://www.dramatic-copy.com today.

Rated:NR/0 Votes
3 Views
Add To My Article Reading List
Add To My Article Reading List
Print Article
Print
More Article By Lisa Packer
More Article by Lisa Packer
Share
More Articles From Marketing
More Articles From Marketing
Related Articles and Readings
The coq10 Benefit By: K Perry
Coq10 is also known as Coenzyme Q10.This co q10 is produced naturally in the human body, and is a source of various coq10 benefit. Co q10 is also found in meat and fish. Once co q10 is synthesized by commercial pharmacies, co q10 is produced as a dietary supplement. One ...
The Benefit of Pilates By: Della Menechella
Pilates can benefit your overall health and sense of well-being in many ways. I have been doing Pilates for three years and I have seen for myself how challenging, yet effective it is.Recently, I was diagnosed with fibromyalgia, a chronic muscle and soft tissue pain syndrome. One of ...
Getting the Biggest Benefit From Tax Help By: Stephen Kreutzer
Taxes are a way of American life. They are own duty to pay and file. Many people go in search of someone to help them when tax time rolls around. Tax help seems to be in abundance from January 1st to April 15th. Unfortunately, some tax ...
Why a Website is Very Important to Your Business By: Anne Ahira
A website offers many benefits for your business.Benefit #1Allows you to showcase your unique personality and add your special touch to a program.Let's say you're promoting a SUPER DUPER Program, for instance. If you were to send a prospect directly to your SUPER DUPER website, they would see the same ...
Do You Understand How a GMIB Works By: Scott Demonte
Is it a big surprise to me that the average investor does not understand how their variable annuity benefits work? No, I wish it was. It is for this reason I launched annuityiq.com. The fact that few people actually understand their variable annuity benefits is absolutely believable.These benefits are sold ...
The information provided in this article and/or the comments is the sole responsibility of their respective authors and does not necessarily reflect the opinion of ezinepost.com. ezinepost.com  does not endorse any article and/or comments published by our web users unless otherwise noted. 

Member Panel

login to submit articles and more

StatisticsEZINEPOST.COM

  • » Active Categories: 419
  • » Active Articles:252096
  • » Active Authors:32163
  • » Active Members: 35787
  • » Statistics Updated:
    - Sat Aug 11th, 2018 01:04PM EST