There is a BIG difference between the two. Don’t mistake features for benefits.
Features “tell” and benefits “sell”.
Too often, companies promote a list of features in hopes to persuade the customer to buy. Your competitors will most likely be pitching that same list of capabilities or features. You need to stand out from your competition. Unless you are the absolute low price provider, make sure to emphasize the BENEFITS your customers will gain by buying from you. Benefit examples include:
- Saves time
- Saves money
- Satisfies a need
- Solves their problem
- Makes then look or feel good
Always put yourself in your customers shoes. Make sure your pitch passes the WIFM test! When it does not only will you gain or keep a customer, but you will also increase sales.