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If Visitors Know What Your Product or Services Does, But They Don't Know What It Will Do For Them...Then Explain The Benefits
Let’s cut through the noise. There’s a ton of chatter out there from marketing experts about whether you should be selling with features or benefits. The truth? More often than not, you gotta serve up both.
Exercise #1: Blend Features with Benefits
⌚️ Beyond Features: Help your audience connect the dots. Don't just list what your product does; explain how it makes their life better. Example: An Apple watch's cellular connectivity isn’t just a feature; it’s the freedom to make calls without your iPhone.
📝 Spell Out the Benefits: Even if a benefit seems obvious, explicitly stating it can make a significant psychological impact, moving your audience closer to a purchase.
Exercise #2: Back Up Your Claims
🧾 Provide Evidence: We've all been there, hearing lofty claims like "This will revolutionize your life," but where's the evidence? Without receipts, these promises float away, unanchored and unconvincing. Pairing benefits with evidence features lends credibility.
🖼️ Quality Over Quantity: Focus on providing proof for your benefits. Use endorsements, before-and-after images, and expert opinions as solid evidence when features alone don’t convey the full value. This works really well with fitness videos.
Exercise #3: Clear Communication Is Key
🧐 Identify Confusion: Use user testing to discover where potential customers get lost on your website. Look for signs of confusion or hesitation, indicating your message isn’t as clear as it should be.
🤓 Clarify Descriptions: Ensure every description on your website unmistakably highlights the benefits, making it easier for visitors to understand the value of what you’re offering.
Exercise #4: Don't Overlook Unique Benefits
✅ Highlight Every Benefit: Overlooking the standout features of your product is easier than you think. Imagine not highlighting that your latest smartphone comes with a revolutionary charger - that's a missed opportunity right there, and you could be missing out on a lot of sales. Include everything, and prioritize the benefits you have that your competitors don’t have.
Now Turn Insight Into Action:
Step 1: 🦄 List Your Unique Features
Identify what sets you apart from competitors. Focus on these differentiators to stand out in a crowded market.
Step 2: 🤔 Chart Value and Proof
For each feature, list why it matters to your customers. Use tangible proof to support your claims, avoiding subjective opinions.
Step 3: 📋 Audit Your Marketing Materials
Ensure your website, ads, and social media comprehensively highlight all your benefits, especially those that differentiate you.
Step 4: 💬 Leverage Customer Feedback
Ask customers why they chose your product. Their insights can guide you to emphasize what truly matters in your marketing efforts.
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