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July 29, 2014 | Messaging
Features and benefits have an enormous impact on both what we buy and what we are willing to pay. Why do some people pay more for organic coffee? It’s not how the beans were grown. As they pay more, people think about living longer. Here’s the problem you face as you write marketing material. When we’re writing about our businesses, we often talk about features. We do this for two reasons. First, we spend a lot of time developing and perfecting features. Second, we’re able to translate the features to benefits in our heads. We leave the step of translating for our potential customers out. If you translate your features into benefits for your customer, you will be able to grow your business faster with less effort.
Let’s Start With Features
Features are fantastic, but features just don’t sell products. What are the features of coffee? Think about the caffeine strength, the type of brew, type of bean, how it is brewed & how the beans are grown. Organic is just another feature that coffee might have. Do you find yourself getting interested when you think about stronger coffee? If so – you just translated the benefit of more caffeine to feeling awake and energetic.
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