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To sell a product effectively, you must sell the benefits to the customer, not the product itself. Your customer is far more concerned with what your product or service will do for them than its features.

Sometimes, the difference between advertising a feature and advertising a benefit is just a little rewording of the text. For example, one-stop shopping is a feature, but saving time is the benefit to the customer.

Three Steps to Selling Benefits

The best way to sell the benefits of a product or service is to:

1. Identify a need.

1. Make the potential customer aware of the need.

1. Demonstrate that your product or service will fill the need by emphasizing the benefit to the client.

For example, if you’re in the health business and you’re selling a natural product that improves sleep, the formula would work as follows:

The Need

Sleep.

The Awareness

According to the U.S. National Sleep Foundation, adults need 7 to 9 hours of sleep per night. You’re not getting that…no wonder you’re tired all the time!

Your Product’s Benefits

Giving you back the energy you need to enjoy your busy lifestyle.

Need help selling the benefits of your product or service? As a professional health writer, I can help. Visit my Contact page for my full contact information.