How To Connect To Your Prospects Almost Instantly | Understanding Benefits vs Features!

What’s the difference between Benefits and. Features?

Let’s start with Features

What is a Feature?

"A Feature Is A Distinctive Attribute Or Aspect Of Something"

For example: maybe your product has a distinctive ingredient that makes it super special compared to others similar in the market.

Or maybe your makeup comes in certain colours or shades, available for different skin types:

Your shake has so many flavours, helps with your metabolism.

You get the jist!

These are things your product has.

This is what a lot of Network Marketers and Direct Sellers tend to focus too much on.

I see a LOT of posts on social media, and I see all too many times people focusing on what a product has, it has this ingredient, this formula…

…and my question to you and what you should ask yourself is…

SO WHAT!

If you can say to yourself so what after writing out a post about your product, or you’re doing a video demo on it, then more than likely so will your prospect or audience.

I was watching the Apple Event last night where they announced all the snazzy new products they were launching…

And they were talking about the iPhone 8 and all this stuff it had, and I was bored!

I didn’t care what bit wattage, super snazzy fandangle inside stuff it had (you can tell I wasn’t paying attention to this bit as I can’t remember any of what they said!)

This is a prime example of where the audience (or maybe for normal people like me) were saying to themselves, “so what!”

What does it mean to me?

Or what does that mean in relation to real life!

Maybe you're talking jargon and what could be a different language to some people )like this computer tech stuff from Apple!

When you just focus on Features, unless you incorporate the next part of this blog post, you’re leaving people thinking “so what!”

Benefit

What is the difference and what is a benefit?

" A Benefit Is An Advantage Or Profit Gained From Something "

Really think about what does your product DO for people;

What will it mean for people if they buy your product?

What is the outcome it will give them?

For example; if you sell weight loss products, what will that person feel like when they’ve consumed your product and got the desired outcome?

• What’s the advantage of them taking a supplement?
  
  
• If you’re makeup, what will using your company's makeup do for them compared to using a high street brand

• When you lose weight, you feel great, your confidence grows, you feel more fit and healthy, maybe walking up the stairs doesn’t leave you breathless, maybe someone can run around with their kids better without needing to stop to take a breather.
• Us women feel more sexy and sassy as we strut down the street feeling good about ourselves.

Can you see the difference in the language I’ve used in talking about benefits of products.

As you’re thinking about your product, think about what these things are for your product.

The same applies toy our business…

…if you’re trying to recruit new people into your business, think about what joining YOU and your company means to someone, what can it do for them?

• Is there something you personally provide that others don’t?
• Why should they join your team and not someone else’s?
• Why your company as opposed to another?
• Or if someone is new to the industry, what will the extra money do for someone?
• Make Christmas easier and less stressful having some extra money
• Getting out of a dead end job you’re bored to death with
• Not working for someone else to look after your child
• Be able to go shopping and not keep tabs on what you’re spending

You see, when you focus more on the benefits and what is the outcome it can have on who it is you’re talking to, or when you’re posting on social media, doing videos etc. it makes it much more relatable.

Let's bring this together with some examples of what a post or sentence would go when you use the benefits to be able to connect with a prospect...

"Get amazing looking skin and say goodbye to the reflection that gets you down and Hello to clear beautiful skin you can be confident in with or without makeup"

"Take away the stress of worrying if your makeup is going to last for your occasion. Our makeup is not only highly pigmented for bold colours, but also built to last. Feel confident in your look without touch-ups and spend more time enjoying yourself"

"Weight loss doesn't have to be cutting out your favourite foods and going to the gym 5 times a week - with our easy and simple to use plan, you can look and feel great in no time at all and get yourself ready for Christmas party dresses"

"Would you love to be able to spend more than 30 minutes with your baby before they're off to bed after you've got home from work without the guilt of not bringing in an income? Starting your own work from home business is the perfect solution to have some extra income to take away the stress, but also have something for you. Be there for those precious moments and never miss a thing. Comment ME below and I'll tell you how"

People can picture themselves feeling a certain way...

Paint the picture for them

They will be much more likely to want to know more or buy from you,

Or join you, if they know you can help them get that benefit.

If you focus too much on Features, yes they can be great, and great to know something is natural ingredients, cruelty free, had a special ingredient to help you lose weight etc. etc.

BUT...

... what will that enable you to do?

THIS is what will make a shift in your business and when you can relate your prospects on a deeper level

Make them feel like you understand how they're feeling and what they want,

Then they'll almost instantly feel more connected to you.

You’re probably sitting here wondering what these are for your product or your business opportunity.

To help you collate all these thoughts going around your head, I recommend you sit down and take some time to write out a list of all the features and benefits of each of your products, as well as one for your business. Keep it handy, whether it's electronic or hand written so you can always have it to hand if you need to ensure you're not going down the features road!

When you have this written down, not only does it make you stop and think about it, what has it done for you personally? You can then use this as your go to sheet when you’re thinking about what to say to someone.

Think about how you incorporate this in your:-

• Facebook posts
• Videos/Facebook Lives
• Blog posts
• Emails
• Anything you use to promote your product or service.

I challenge you to make this change and see the difference in how people respond to you.

I’d love to hear how it affects your business, so do let me know in the comments or let me know via Facebook.

Are you already doing this? If so, how has it helped you?

Hopefully you now see the difference and why focusing more on benefits is what will help you sell more of your products and connect more with people to be able to recruit more.

If you want to learn more about how you can become an expert and provide value to your audience whilst attracting your perfect prospects without rejection...

Click here to grab this free attraction marketing video series.

It will help you understand in greater detail about how you truly attract your ideal customers and prospects to you by providing value and knowing how to find them and how to bring them to you.

It was the turning point in my own business when I learned this so I highly recommend you go through it too!

I look forward to hearing how it helps your business.

Jenny Stevens

Jenny Stevens

Jenny Stevens is an Online Marketing & Mindset Coach who specialises in helping female business owners learn how to attract their perfect customers and clients using modern online marketing methods, which enable you to work from where you want, when you want with a business and life you love!