If you own a business that offers a product, service or saas, you need to read this.
Why?
Because it’d help you know what to focus on – to get more sales, subscriptions, increase in revenue.
Let’s cut to the chase.
โ What are features?
Features are true statements about your product or service.
They speak to the logical reason why your prospects should pay for your offer.
Features help your prospect answer the following questions:
๐๐พ What does it do?
๐๐พ What does it have?
On the other handโฆ
โ What are benefits?
Benefits describe the outcome your prospect will experience by using your product/service.
They speak to the emotional reasoning of your prospect.
Benefits help your prospect to answer the following question:
๐๐พ What’s in it for me?
Benefit is the BIG Promise your product/service will deliver to your prospect once they pay for it.
When it comes to making sales, and growing your businessโฆ
Knowing your offer well and how it’d enhance the life of your prospects is a key.
How?
It’d help you know how to speak to their core emotionโฆ attract themโฆ and get them to give you their money – without objections.
Why?
Because people don’t buy products, they buy the OUTCOME.
So, if you can position your product/service in a way that your prospects can visualise their desired outcome, after using itโฆ
They’d give you their money, gladly.
A highly effective way to make your prospects take action is by making them see the superior value of your product.
Make them imagine the transformation they’d get if they start using your product or service.
To achieve thisโฆ
You need to convert the features of your product/service to benefits( functional and emotional).
Most businesses don’t know how to differentiate their product’s/service’s features from benefits.
Soโฆ
โฆ they make the mistake of focusing on the features of their products over its benefits to their prospects.
This is bad for business and conversion.
Do you know why?
Because they’re focusing on the logical aspect of their offer.
Remember, people buy based on emotions, and justify with logic.
Therefore,
If you want to increase your conversion rate, boost your sales, revenuesโฆ
You need to focus on the benefits of your product/service.
It’s the benefit that’d get your prospect to attach their emotions to your offer.
It’d make them imagine the outcome of using it, which would make them feel a strong desire to pay for it.
Howeverโฆ
If you are struggling with how to convert the features of your product/service to benefits,
here are 5 questions you can answer to help you figure them out:
๐ What problem does this feature solve?
๐ What is the core pain point this problem creates?
๐ Why is this feature notable?
๐ Why does this matter most?
๐ Why does the customer need this?
If you answer these questions right, you’d be able to make your offer irresistible for your prospects.
If you answer those questions right, you’d be able to make your offer irresistible for your prospects, and get them to pay you without hassle.
