Benefit To Buyer or What's In It For Me?
Benefit to buyer. In a nutshell, how your product will
benefit the buyer - using the right attitude - is
95% of marketing!
Marketing is not telling your reader about you and
your product...marketing is telling the reader what
your product can do (benefit) for them.
People buy on benefits (to buyer - "What's in it
for me?") not on features. Think and market in
terms of your products benefits to the buyer.
What makes benefits the deciding factor?
Benefits make a difference in your buyer's life.
Features, on the other hand, are just things
your product will do.
Identify and research your target market. What
do they want to know, what are their likes and
dislikes, where do they go when they need help,
what is it they need help with?
In short, how will this product make a difference
in their life...what problem will it solve, what benefit
will they reap.
Make a list of all the possible benefits your buyer
will receive when buying your product. To use a
tried and true phrase "Find a need and fill it",
then make it easy to use and implement.
Often we make the mistake of creating the product
first and then trying to fit the market to the product.
When if fact, just the opposite is true. It may have been
a good idea, but if there isn't a need, there isn't a market.
First, define your market and determine their need.
Then create the product to fit the need (market).
In the process if the need happens to hit their
"hot button" (passion)...that's all the better!
Which brings us to another point...passion or enthusiasm.
Enthusiasm is not only exciting, it is contagious! Use it
in describing/marketing your products. Your buyers
will get caught up in it. Your buyer may delay buying
on "need", but "passion" requires instant gratification!
In this age of "instant gratification" people want
information that gives answers...right now. The Internet,
e-books and e-booklets are all excellent sources for
marketing your information...instantly.
E-books and e-booklets, even printed booklets,
by their very nature are designed to be short and
to the point. This gives your buyer a clear,
quick and precise message (instant gratification).
People love solutions. Let your readers know
you solve their problems, you solve them fast
and you can solve them....now.
Buyers will find it difficult to say no when you
have given them an exceptional reason (benefit)
|About The Author
Livvie Matthews helps individuals and businesses turn
their knowledge into great-selling tips booklets.
Her products and services include a how-to e-book
for creating booklets, speaking and consulting services.
For more information visit
or contact Livvie mailto:
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