Does your marketing, sales pitch or web site tell what the features are of your product or service?
Why? Who cares?
Most people know what they want (most of the time). They want something that benefits them. Don’t tell me what makes it work for YOU; tell me what it will do to solve MY problem. Don’t tell me what it does; tell me what it does for me. Don’t spend your time shoving the features down my throat. Show me the money? No, show me the benefits.
Practically everyone wants to buy something that benefits them.
Find what makes people happy (not their pain). There is enough pain in the world without you agitating it. Besides, they need a cure, not a doctor. Find what makes people happy and excite that.
Smart doctors tell you the benefits of treatment, instead of the details of the recovery. When you go in for surgery, do you want to know the details of the operation or when you will be walking around again?
What about your marketing plan? Is it filled with features about you, or benefits for customers/clients?
Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results. To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.
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