Customers buy benefits instead of features.
Today’s Back 2 Basics post is about the area of selling and marketing.
Customers buy benefits instead of features.
1. Show how your product/service:- Solves an issue for your customers - saves time, reduces cost, enables peace of mind, etc.- Creates a new opportunity for them - makes them money, opens a new market, etc.
2. Quantify the value delivered to THEM by solving an issue or creating a new opportunity. See my innumeracy post.
3. Walk them through how the value delivered to them is more than the price they paid.
4. Customers buy your product/service AND the experience you deliver with it over time. Think customer success or customer service.
Be nice and be responsive throughout the entire experience. Rinse and repeat.
Back 2 Basics Social Media Series
Whether you are a seasoned professional or an employee just out of college, it never hurts to return to the basics. A good way to harvest new insights is to maintain a beginner’s mindset. This is the sentiment behind my “Back 2 Basics” Social Media Series. We go back to the basics to refresh and perhaps find new insights.
About The Nexus Initiative
The Nexus Initiative is a boutique Executive Coaching and Advisory firm based on real-world operating experience. If you know someone looking for a trusted confidant with real-world operating experience to be their coach, please refer them to our website to set up a discovery call.
Kommentare