How To Figure Out Your Solutions And Benefits
How To Figure Out Your Solutions And Benefits
Remember that people don’t buy things - they buy solutions to problems. They also buy the benefits: the emotional payoffs your solution (services and products) provide.
In order to determine exactly what your solution and benefits are, you can use some of these "investigative" techniques:
* take out some clients (or have a phone call) and ask them what they perceive the main solution and benefits of your service and products to be
* do research on what solutions and benefits your competitors are offering and talking about
* think about your product or service as if you'd never seen it, and then ask yourself what results will it bring you, and why would you consider buying it or switching to it
* put together a list of solutions and benefits and run it by a few people (customers, vendors, strategic partners) to see which ones spark their interest
Another way to think about the solutions and benefits you offer your prospects and clients is to think about what you are really selling.
For example, printers don't just sell ink on paper; they sell communication and expression. Eyeglass stores don't sell frames and glass; they sell vision and fashion. Chiropractors don't just sell relief from pain; they sell health, well-being and physical control.
Tie into emotions
Benefits are usually closely tied into emotions Ð how the client or customer is going to feel after they use your product and service.
Let’s look at an example:
Say you are a financial planner who focuses on working with new parents to invest money for their infant’s future college needs. You might say that their problem is not having enough money right now to pay for their child’s education. They feel worried and scared that they won’t have enough, confused about how to make the right investment choice, and committed to sending their child to a good school.
Your solution is that they will create a secure financial future for their child. With your planning services, the benefits are that they will feel more in control, confident and secure Ð in addition to proactively saving money.
Here's a second example using professional organizers:
Most of their potential clients share many similar feelings, regardless of what their specific problem is (i.e. messy office, not paying bills because they can't find them, cluttered garage). The emotional outcomes resulting from their problems are pretty much the same: stress, anxiety, feeling out of control, unhappy, inefficient, feeling bad about themselves, ineffectual and so on.
So the solution may be to set up an electronic and hard copy filing system. The benefits to the customer are not only a usable, efficient filing system but also:
* less stress and anxiety
* feel happy they can find things quickly and easily
* feel confident they won’t lose paperwork anymore
* will feel in control of their time and their space
You don’t ever want to leave your potential customers to work out the benefits of buying your products or service for themselves. Make sure you take the time to get clear on what your primary solution and benefits are.
How To Figure Out Your Solutions And Benefits - To learn more about this author, visit Jody Gabourie's Website.
Like this article? Share it with your friends
Your marketing must answer the question of "What's in it for me?" for your prospects and customers. The fastest way to do this is by showing you understand what they need (their problem) and that you have the answer (solution) for them.
Remember that people don’t buy things - they buy solutions to problems. They also buy the benefits: the emotional payoffs your solution (services and products) provide.
In order to determine exactly what your solution and benefits are, you can use some of these "investigative" techniques:
* take out some clients (or have a phone call) and ask them what they perceive the main solution and benefits of your service and products to be
* do research on what solutions and benefits your competitors are offering and talking about
* think about your product or service as if you'd never seen it, and then ask yourself what results will it bring you, and why would you consider buying it or switching to it
* put together a list of solutions and benefits and run it by a few people (customers, vendors, strategic partners) to see which ones spark their interest
Another way to think about the solutions and benefits you offer your prospects and clients is to think about what you are really selling.
For example, printers don't just sell ink on paper; they sell communication and expression. Eyeglass stores don't sell frames and glass; they sell vision and fashion. Chiropractors don't just sell relief from pain; they sell health, well-being and physical control.
Tie into emotions
Benefits are usually closely tied into emotions Ð how the client or customer is going to feel after they use your product and service.
Let’s look at an example:
Say you are a financial planner who focuses on working with new parents to invest money for their infant’s future college needs. You might say that their problem is not having enough money right now to pay for their child’s education. They feel worried and scared that they won’t have enough, confused about how to make the right investment choice, and committed to sending their child to a good school.
Your solution is that they will create a secure financial future for their child. With your planning services, the benefits are that they will feel more in control, confident and secure Ð in addition to proactively saving money.
Here's a second example using professional organizers:
Most of their potential clients share many similar feelings, regardless of what their specific problem is (i.e. messy office, not paying bills because they can't find them, cluttered garage). The emotional outcomes resulting from their problems are pretty much the same: stress, anxiety, feeling out of control, unhappy, inefficient, feeling bad about themselves, ineffectual and so on.
So the solution may be to set up an electronic and hard copy filing system. The benefits to the customer are not only a usable, efficient filing system but also:
* less stress and anxiety
* feel happy they can find things quickly and easily
* feel confident they won’t lose paperwork anymore
* will feel in control of their time and their space
You don’t ever want to leave your potential customers to work out the benefits of buying your products or service for themselves. Make sure you take the time to get clear on what your primary solution and benefits are.
How To Figure Out Your Solutions And Benefits - To learn more about this author, visit Jody Gabourie's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Jody's articles
 |
|
Jody Gabourie - The Marketing Plan Queen - Teaches small business owners and entrepreneurs how to take ACTION with their marketing in order to get more results and more profits! She helps people create simple, innovative and powerful marketing plans so that they can start reaping success in their business and their life.
|
|
 |
 | |
|
| |
 | ||||||
|
 | ||
 |
||
|
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Intentional Leadership Integrity Great Sales Fallacies Internet Marketing Campaigns How Search Engines Work Personal Leadership |
|
 | ||
 |
Top 50 Business Plans
Top Business Plan Blogs | |
 |
Top 50 Raising Capital Blogs
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
