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How to Sell Benefits Instead of Features and Boost Conversions

Sep 8, 2022

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Features vs. benefits - that's the most commonly used phrase in the business world and especially in relation to sales. But what does this really mean? What is the best way to distinguish between features and benefits?

Like, scalability. If your product has the potential to remain relevant and valuable as your business grows does that make it a profit or a feature?

The distinction is often unclear, however coming to know the difference between benefits and features is crucial for selling.

If you can describe each of these points to potential customers, you'll have a much better chance of proving your business's worth.

In this blog, we'll address how to promote benefits rather than features. Also, we'll define each one of these things, and talk about the best way to describe the benefits and features of your service to prospective clients. So, let's get rollin'.

Benefits and Features: Defined

It's difficult to get into the details without a working definition first. To begin with defining what advantages and functions are.

What's the definition of an attribute?

Let's break out of the order of alphabets here and begin by focusing on features. In the business world 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.

As an example, let's consider . A feature of it is that it provides enterprising individuals as well as small-sized businesses with the necessary tools to monetize their WordPress sites.

What's the benefit?

A advantageis how a product's or service's features actually improve a person's life in some way.

So, What Does mean to sell Benefits, Not Features?

Think about the product or service that you've used. Consider thinking about the online company you run.

It is possible to describe the features of your business in a few sentences. What does your business do, and how does it do it?

Benefits can be a little difficult to describe. Before you are able to describe the benefits of your products to customers first, you must understand two points you need to understand first:

  1. The product itself
  2. Goals and issues for the buyer

Naturally, knowing your company is essential to be able to explain it. Beyond that, you need know what the client is searching for as well as the issues they are facing.

This may be due to the fact that each buyer is different What one individual might find beneficial is not necessarily beneficial to another potential buyer. Things you would consider beneficial could be completely irrelevant for someone else.

This is the primary distinction between benefits and features: They are important for all buyers. Benefits, however, can vary from person to person.

It can be used in a myriad of ways. Our creators do things like:

  • High-quality paywall content
  • Develop different membership levels
  • Create "buffet" type membership websites
  • Offer their users customizable coupons
  • Then on.

And all these use cases provide different advantages. Like...

  • Paywalling gives creators security that they can rest assured that their content is secure from the unintentional eyes of others.
  • Having a built-in LMS allows for a remarkably simple process for building out coursework.
  • The various membership levels let the creator to attract new members by offering some information in exchange for free.
  • The drip of content is what keeps people returning for more, and ensures that content is always fresh.

As you can see, for selling features, you need to be aware of the product or service. In order to sell benefits, you need to be aware of the buyer who is purchasing it.

What is the best way to sell benefits instead of Features

So, the bottom line is that benefits are dependent on the customer more than the service or product in and of itself. It's about what the user's experience is going to improve from making the purchase instead of the functions which the product is able to do.

Do these things? For sure! However, the secret lies about the spin of data.

If you focus your talking points on the benefits relevant to a specific person and you'll discover they're more likely to be intrigued.

Here are some tips you can follow when trying to sell products based on their advantages.

Know Your Customer

I can't overstate the importance of this particular point. To make an effective sales pitch, you need to understand the things the customer's attention is drawn to.

If you're not able to understand your customers (and most people do not feel understood by the businesses they purchase from), you're in trouble.

Do Your Research

Collect data in order to determine the factors that make your clients tick. The "gathering" may take many types of forms, ranging from surveys , interviews, as well as listeners to social.

It is important to start up with the intention of finding out what the customers would like. Learn their hopes, dreams, thoughts, and schemes.

If you know your clients and what they're seeking If you know your customers and what they're looking for, you're well-positioned to pitch your product or service to your customers. Personalize it. If not, it may come off as generic, uninteresting, or irrelevant for their situation.

Pay attention to Pain Points

In describing the benefits of your company, you'll find it's simpler when you think of your customers' pain points. This way, you'll be able to explain the benefits which solves and removes those problems.

Don't Overdo It!

Imagine you're planning to make a Facebook ad to promote your online class. You've got about 1,200 x 1,200 pixels worth of advertising space that can catch your customer. That's not a lot of available real estate therefore you have to make sure you are strategic.

Think about which benefits are the most valuable to the client that you are trying to reach. Then drill down to address the two or three areas you've identified.

When you give numerous benefits within a single pitch it may appear fake and can be confusing.

If you can spend 10 minutes talking about two benefits that you have, you are able to go into pretty great detail. However, if you're spending the same time explaining the two ways your business can address two major pain points...

As I mentioned earlier Quality over quantity. Be detailed, focused, and precise. Your clients are more likely to be grateful for your efforts through an purchase.

The 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 at a variety of membership levels from the free level to the paid. The site makes the most of paywalls to safeguard the high-quality videos and instructional content.

So, if you were Tom who was Tom, what do you think it would mean to promote the benefits of TheGuitarLesson.com as opposed to the features? What sorts of benefits does the company provide that are worth selling?

Well, the site's main aspect is quite clear. The site offers live guitar instruction online for those who sign to sign up.

Some customers may find a advantageof online guitar classes could have to do with the accessibility. As an example, this advantage could be appealing to those located in remote locations or people who have disabilities.

The accessibility could also be beneficial to the customer who isn't able to take individual lessons. Being able to take guitar lessons at any time and from anywhere could be a major gain for those who are having difficulties balancing their calendars.

Another positive aspectof online lessons in music could be the privacy. For introverts not too interested in sharing their off-key attempt at chords to 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 difficult until you've got the hang of it. However, if you're trying to get rid of any sort of marketing confusion it's easy to use a tried and true method - the old outdated Cheat sheet.

I typed mine up for looks, but a hand-drawn cheat sheet works just as well. Create an "feature" column alongside an "benefits of this feature" column and don your think cap.

You'll be amazed at how quickly you'll be able to create the benefits of your site's features are presented to you in this way.

Use Artificial Intelligence

If you're looking to go the easy way (and anyone wouldn't! ) it is possible to leave the hard work to the machines.

A template is known as Feature to Benefit.

If you want to use Jasper's Feature To Benefit tool, simply type in a quick description of your product and select a tone of voice.

Select "Generate AI Content", then Jasper gives you the benefits that are that are related to your service. It's almost too good to be real you think?

In the image below, I've included a quick description of this very blog post. And, well, see for yourself:

If it's about longer-form content, the verdict is still in the sand on Jasper. The output of Jasper does need some editing.

For short forms the tool is an excellent (and quite inexpensive) resource - especially the Benefits of Feature tool. Click the link below to find out more about pricing.

Conclusion

Starting an online business can be quite an exciting endeavor. But it can be tough to distinguish yourself from your competitors.

You're in the right place! Focus your marketing efforts to how your company's work will improve the lives of people rather than how your business is doing.

If you do this, you'll be ahead of the pack in no time.

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