A Little Psychology

Benefits VS Features

Out of the hundreds of websites that I am asked to write sales text for there is a common problem that runs through every page I see.

People do not understand the product, service or information that they are marketing.

You must remember that to effectively communicate your offer to potential buyers, you need to understand what it is that you are marketing.

Here is something that most marketers do not understand.

--People buy on "benefits" not "features"--

A good example of this in action, is your car...

Anti-Lock Brakes are a benefit because they have the potential to save lives and prevent serious injury.

A six disk CD player is a "feature"

Do you understand this example??

When writing your sales text try this little trick:

Write down all of the benefits of the product, service, or information that you are offering.

Now that you have made this list, put them in numerical order according to their importance.

When you sit down to create your sales text keep the spot light on your potential buyer and tell them the benefits of whatever you are marketing and why they should buy from you and not someone else.

Once you understand the benefits of your product, service, or information, writing your sales text and classified ads will become much easier, more focused, and more powerful.

Wishing You The Very Best,
Gary Baker

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