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Customers Buy Benefits, Not Features

Updated: Mar 27

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.

Post about how customers buy benefits instead of features
Back 2 Basics - A Social Media Series of The Nexus Initiative

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.

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