Features vs. Benefits & Where The Real Money Is Made

Features vs. Benefits & Where The Real Money Is Made
Whenever you have a product or service that you are
offering to the public, there is usually a description of
the features and the benefits of the product in question.
The features of the product describe exactly what the
product is. The benefits of the product describe what the
product does.

For example, let's say you were marketing an IPOD. Well
the feature of the IPOD would be that it can store up to 80
gigabites of music and video. The benefit of the IPOD is
that you can take your music and video wherever you go
without having to take your computer with you.

It is important that you include both the features and the
benefits of the product because they are both necessary in
order for a target prospect to make an informed decision as
to whether he or she is going to purchase your product or
not.

That being said, remember this very important principle...

Facts tell, stories sell.

The features of the product are the facts. The facts tell
you more information about the product. The benefits of
the product are the stories. The stories sell you on the
product. One of the biggest mistakes people who don't
understand marketing make is that they use their marketing
to go over all of the features of the product and don't
spend enough time focusing on the benefits.

For example, if you are selling an e-book, it's fine to let
the prospect know that the ebook is 85 pages, include some
of the chapters and topics that the ebook covers and let
them know that the ebook is in PDF format. All of this
information is important and a prospect cannot make a
buying decision without knowing this vital information.
However, this information is not what's going to make the
prospect make the decision to buy.

Remember what I said before, facts tell, stories sell.

What will make the prospect make the decision to buy is by
sharing the benefits of the e-book. You want to share what
the prospect is going to be able to be, do, have and
experience as a result of purchasing this e-book.

I was reading a sales letter the other day and here's a
line that gives you a perfect example of a powerful
benefit. The line was in all red letters and it said the
following:

"Here's how you can turn your passion or hobby into a
6-to-7 figure income"

Think about it.

Who DOESN'T want to earn a 6-to7 figure income doing what
they love? Everybody would like to make that type of money
doing what they love. That's what makes this benefit very
powerful. You want to make sure that you do the same in
your marketing. By including the benefits of your product
or service as well as the features, you will dramatically
increase your sales and make the money you are looking to
make in your business.

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Mark Garland is the owner of
http://www.analyzedmarketing.com and has instructed
numerous individuals on how to become more successful on
the Internet. If you are interested in learning more about
how to effectively market your business or website than you
will want to sign up for his FREE REPORT at:
http://www.AnalyzedMarketing.com/newreport.html