Features vs. Benefits
Tapping into the real benefits and tangible results that you help your clients achieve will help you create more compelling marketing messages. New clients will be attracted to you based on benefits and results, rather than features, of your product or service.
What’s the difference? Features are things that are attributes of your service, such as “the social media bootcamp lasts for 7-weeks.” A benefit, on the other hand, would be “the social media bootcamp helps get you new clients so you can increase your profit.”
A great way to determine the benefits of your services is to take a sheet of paper, draw a line down the middle, and write “Features” on one side and “Benefits” on the other. Make a list of features and the corresponding benefits of your services. Give it a try!
People want to know about tangible results – remember the acronym “FEPS”: Financial, Emotional, Physical or Spiritual. For example:
Financial: more money, financial freedom
Emotional: happier, lower anxiety, less stress
Physical: feel better, healthier, less pain
Spiritual: more grounded, peaceful, connected with spirit
Getting in touch with how you help people with their most compelling needs will help you market and sell your products and services. Remember, people buy based on basic human needs (financial, emotional, physical and spiritual). Try incorporating this in your marketing and see how prospects react positively. – Courtesy of Cindy Earl from Get Known, Get Clients
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