Benefits or Features? What To Offer To Your Customers?
Every product comes with Features and Benefits, but what do you offer to your potential customers to convince them to buy from you? When I first learned this "trick", I thought to myself: "What's the difference?"
Features are the characteristics or attributes of the product. In other words, these are options that make a product more appealing, but they are not necessities.
Examples of Features:
- Touch Screen Monitor
- Backlit Keyboard
- Wireless Mouse
- Free Web Hosting
Benefits are the solutions to your customer's problems and desires. Benefits will give your customers what they need.
Examples of Benefits:
- Hands-free operation
- Easy to use in the dark
- Operate from anywhere in the room
- No need to pay for separate web hosting
Now, I'm off to revise a few of my webpages to add benefits instead of features.
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Recent Comments
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I think "benefits" do because they strike more emotion inside of people. And most people buy on some kind of emotion...
You are exactly right Kurt, people quickly learn features of a product or service but before making a purchase they need to understand the benefits. When you are reviewing a product this is where you can help people. Tell them about benefits and they will in many cases learn that a product can help them in ways they didn't originally think of. A healthy mix of features and benefits is what you want.
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Offering people a mixture of features and benefits is the best of both worlds. Most of the time people are looking for information online and when they find your content about product X, you are going to want to tell them about it. By this I mean tell them about the features that the product offers. However, before someone makes a decision they are going to ask themselves "how will this benefit me?". Once they learn about the features the will want to know how those features will benefit them.
A huge feature list alone is not going to convince people that ______ is right for them.
Answer these questions for people:
How can this benefit me?
What will this do for me?
What will I gain from this?
Why do I need this?
What am I missing out on if I don't have this?
Am I the right candidate for this?
You are on the right track!
Thank you for the encouragement!