Creative tips and tricks

Selling Benefits instead of Features & Boost Your conversions

Sep 8, 2022

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Benefits versus features - it's the most commonly used phrase in the business world especially when it comes to sales. But what does this really mean? What is the best way to distinguish between features and benefits?

As an example, scalability. If your product has the potential to stay relevant and useful as your business grows, is that a benefit or a feature?

The line between benefits and features is frequently obscure, but learning to know the difference between the benefits and the features is crucial for selling.

If you could explain each of these to potential customers and prospects, you'll have an easier time proving your business's value to them.

In this blog post We'll look at how you can sell benefits and not the features. Also, we'll define each one of these concepts and discuss how to best describe the benefits and features of your product to potential clients. So, let's get rollin'.

Benefits and Features: Defined

It's tough to dig into the nitty gritty without having a working definition first. Therefore, to begin, let's define what advantages and functions are.

What's a feature?

We'll go against the traditional alphabetical order and start off with things to consider. In business terms it is the same as it sounds. The term "feature" is used to describe are fundamental features of a service which aid in defining what it is, what it is, and what its function.

For example, let's take . A benefit of this is that it gives entrepreneurs as well as small-sized businesses with the resources they require to profit from their WordPress websites.

What's the benefit?

Benefits are benefitis how a feature of a product or service can enhance the lives of people in some way.

Then, what does It Mean To Sell Benefits and Not Features?

Think about any product or service you use. Or better yet, think about the online company you run.

You could probably explain its features pretty easily. What is your company's mission and how do you accomplish it?

Benefits aren't easy to describe. Before you are able to describe benefits to your customers first, you must understand two points that you must first understand:

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

Obviously, understanding your business is essential to be able to explain it. In addition, you have know what the client is looking for and what obstacles they may face.

It's partly because every buyer is unique and what one buyer might find beneficial is not necessarily the same for an entirely different buyer. Some things you'd consider benefits might be totally irrelevant to someone else.

Here lies the main distinction between benefits and features: They are important for all buyers. However, benefits can differ from one person to the next.

It can be used to serve a range of needs. The creators of our software do things such as:

  • High-quality paywall content
  • Make different levels of membership
  • Create "buffet" like membership sites
  • Offer their users customizable coupons
  • Then on.

Each of these uses have differing benefits. Like...

  • Paywalling gives creators security that they can rest assured that their content is protected from unpaying eyes.
  • Having a built-in LMS is extremely easy to build out your coursework.
  • The various membership levels let the creator to attract new users by providing information at no cost.
  • Dripping content keeps users coming back for more and helps keep content up-to-date.

As you can see, to sell the benefits of a feature, you must know the service or product. In order to sell advantages, it is essential to know the person buying it.

How to Sell Benefits Instead of Features

The bottom line is that benefits are dependent on the buyer rather than the item or service itself. It's all about what the user's experience will be improved after buying the item instead of the functions that the product does.

Is there overlap between these things? For sure! The trick lies in the spin of the facts.

When you concentrate your discussion points on the benefits relevant to an individual You'll see they're more likely to become interested.

Following are a few tips to follow when you are trying to sell an item based on its advantages.

Know Your Customer

I can't overstate the importance of this one. To make an effective sales pitch, you have to understand the things customers are interested in.

If you don't understand the needs of your client (and the majority of people don't think they are understood by the companies that they purchase from) You're likely to be in trouble.

Do Your Research

Gather data to figure out what drives your customers to click. The "gathering" can take all sorts of forms, everything from surveys , interviews, as well as listeners to social.

The point is to set up with the intention of discovering what the customers would like. Learn their hopes, dreams as well as their thoughts and plans.

If you know your clients and what they're seeking You'll be able to sell your product or service to them. Personalize it. In the absence of this, it could appear generic and boring or even irrelevant for their situation.

Concentrate on the Pain Places

If you're trying to describe the advantages of your business, you'll find it's a lot easier when you think of your customers' pain points. That way, you can describe the advantages that will eliminate the pain points.

Don't Overdo It!

Imagine you're planning to make an Facebook ad to promote your online class. You've got about 1,200 x 1,200 pixels of area to grab and attract your potential customer. That's not a lot of available real estate therefore you have to take care.

Consider which benefits are most relevant to the customer that you are trying to reach. Then drill down to address the two or three areas you've identified.

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

If you spend ten minutes talking about the two benefits and benefits, you could go into pretty great detail. However, if you're spending your time describing the two methods your business could use to address two major pain points...

As I mentioned earlier quality is more important than quantity. Focus, be precise, and specific. Your clients are more likely to be grateful for your efforts through an purchase.

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 features over 300 video lessons, available with a wide range of membership levels ranging from the free level to the paid. It makes great use of the paywall in order to secure the high-quality videos as well as instructional material.

If you were Tom What is it that you would do to market the advantages of TheGuitarLesson.com instead of the services it offers? What benefits can the company provide that merit selling?

Its principal feature is quite clear. It's a website that provides videos online for guitar lessons to anyone who signs to sign up.

To some customers, a one of the benefitsof online guitar lessons could include accessibility. For example, this benefit may appeal to students living in remote areas or people who have disabilities.

Accessibility is also a benefit to a customer who does not have time to travel and take individual lessons. Being able to take guitar lessons anytime and any location could be an enormous benefit to customers who have difficulty focusing their schedules.

Another benefitof the online lessons for music may be privacy. For those who aren't eager to share their out-of-key efforts at chords in an entire class, the privacy of lessons online could be the opportunity to gain a substantial advantage.

Use a cheat sheet

The process of determining the benefits of the features may be complicated until you're able to get hang of it. However, if you're trying to clear up any kind confusion regarding marketing it's easy to use a tried and true answer - the classic fashioned guide.

I created mine to look nice, however you can draw a cheat sheet similarly. Simply create an "feature" column and then an "benefits of this feature" column, and don your head-to-toes.

It will be surprising how fast you'll make a list of benefits when the features of your website are shown to you in this format.

Use Artificial Intelligence

If you're really looking to take the easy route (and who wouldn't! ) it is possible to leave your work to machines.

The first template can be literally known as Feature to Benefit.

To use Jasper's Feature to Benefit tool, just write a brief description of your product and select a tone of voice.

Select "Generate AI Content", after which Jasper will provide you with the benefits that are associated with your product. Sounds like too good to be true isn't it?

In the image below, I have included a brief description of this blog post. And, well, see for yourself:

When it comes to longer-form content, the verdict is still in the sand regarding Jasper. Its output does require some editing.

For short forms this is an amazing (and quite inexpensive) tool - particularly the Benefits for Feature tool. You can click the button below to get pricing information.

Conclusion

Beginning an online company can be a really exciting challenge. It can also be difficult to differentiate yourself from the competition.

But you've got this! Just focus your marketing messages to how your business can improve people's lives, and NOT how your business performs.

If you do this, you'll find yourself way ahead of your peers within a matter of minutes.

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