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When you sit at your computer to write your next marketing piece, faces a challenge. Which is exactly what is written to persuade people to buy your product or service?

Novices tend to simply list the characteristics of your business and products or services of specialization, for example, Le .. We offer a wide range of … We've been in business since … We offer same day service … We are experts in …

Features are important. But if you want to convince more prospects to whip their checkbooks there something else you should write about: the benefits of doing business with you.

The benefits are the fuel that drives their marketing communications. The difference between success and failure of your website, brochures, proposals or direct mail piece often boils down to the benefits offered.

Features tell, benefits sell

Features are descriptive facts about your product or service. Benefits are what customers get out of the use of a property. The benefits are much, much more important than features, and containing a "what's for me?" motivation.

Here's a simple example: A new Volvo station wagon two-stage integrated child Booster seats. That's a feature. The benefit is that in the event of an accident, children who have passed their child seats are protected from injury. To put it another way, infant seats are property and accident protection for children is higher profit.

Turning features Profit

Here is a simple technique to convert features into benefits. Write all the features of your product or service. Then step into the shoes of your prospect. Then for each function of asking "So what?" The answer to this question describes the benefits of each feature. And remember, a feature can have more of a benefit.

Do not forget the emotional benefits or the benefit of the provision. Using a Car Seat Volvo previous example, the emotional benefit is that you have peace of mind that your family is protected when you are driving your car.

These days, most people are time poor and cash strapped. So if you can show how your product or service can save time and / or money you get a very positive emotional response. Minimize discomfort, relieve stress and make life easier are also great emotional hot buttons to push.

Take your notebook to a cafe, and spend the morning writing a profit list. It's time well spent. When you have a list of benefits the creating marketing materials is much easier because we are not starting from scratch each time. You already have all the ammunition you need.

How to utilize the benefits

The easiest and most effective way to improve your marketing materials clearly state benefits. Why? Due that some of its competitors. According to marketing Jay Levinson, Guerrilla Marketing Excellence guru, "All you have to do is to constantly through any of these benefits to people who want that right now and has made virtually the sale. "

Sprinkle benefits all the way through text marketing for example, every time you mention a feature, follow the corresponding benefit most desirable. Use connectors such as:

* "What it means …"
* "This is important because …"
* "Our clients love this because …" can claim a benefit desirable that none of its competitors can, shout from the treetops. That is what is known as "the only competitive advantage "And is the holy grail of marketing.

About the Author:

Charles Cuninghame’s expertise as a copywriter is on display at Flying Solo, an online resource brimming with small business advice. Read my articles here.

Article Source: ArticlesBase.com – The Easiest Way to More Effective Marketing

Super Wagon???

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