Comments on: Sell Benefits Not Features

By: Is the only way to make money with your content online is by selling it? « The Profitable Copywriter

Fri, 27 Feb 2009 23:41:04 +0000

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[...] nyaste teknologin. Det är inte tjänsterna i sig som är intressanta, utan vad de gör för oss. Chris Brogan har formulerat det här på ett bra sätt i en bloggpost: Twitter isn’t amazing. The ability to connect to many voices in a collaborative way is amazing. [...]

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J&J Annoys Moms: What NOT To Do In Social Media « Hot Mommas Main Blog — Mon, 22 Dec 2008 02:17:17 +0000

[...] sight of the fact that it is the INTERACTION not the APPLICATION that makes social media special. Here is that [...]

By: frank

frank — Mon, 24 Nov 2008 01:25:25 +0000

Selling benefits vs. features …

I think the true challenge here is depth of knowledge and experience. When you are new to a tool (or anything else for that matter) it’s common to see the features – the wow factor stuff. But as you begin to understand the tools better, gain some real experience using them as well as practical application … you then begin to see the benefits more clearly. That takes time!

Keep the excitement about the features, keep using, exploring, testing & messing up … eventually you land on true benefit … or you figure out there is none and move on :)

–
http://twitter.com/franswaa

By: Katie Langston

Katie Langston — Sun, 23 Nov 2008 21:41:35 +0000

Chris, excellent post and a very important point regardless of what you’re selling–whether it’s software or soft drinks.

By: Kate Brodock

Kate Brodock — Sun, 23 Nov 2008 14:41:38 +0000

Chris,

Couldn’t agree more. Again, this is a strategy vs tactics comparison. If you can identify WHAT you want to do and WHY, you then get to the HOW.

Especially when new ways of HOW are popping up every day, it’s crucial to focus on the WHAT and WHY more.

Cheers,
Kate

By: mark

mark — Sat, 22 Nov 2008 22:02:58 +0000

well put chris, well put!

By: Gopal Shenoy

Gopal Shenoy — Sat, 22 Nov 2008 15:11:10 +0000

Yes, yes, yes. It applies to anything and everything one tries to sell especially in the B2B space. I as a prospect is not looking for features – I have painpoints that I am trying to solve – talk to me how you can solve these and how I can look good within my organization of having contributed to the bottom line.

Telling me that others are doing it and hence I should do it as well holds good only if you can tell me what business benefits others gained – I need real proof from real buyers and not from analysts.

By: MLDina

MLDina — Sat, 22 Nov 2008 03:47:55 +0000

You’re absolutely right! It’s the value of services like twitter and other social media sites to the user. There’s also such a concept as too much of a good thing. Sometimes I find other social media sites overwhelming because they offer too many options. Anyone else feel the same way?

By: Mr Javo

Mr Javo — Sat, 22 Nov 2008 02:27:09 +0000

Totally agree Chris. When the people who you are targeting are not specialist on the matter, they won’t know what to do with the features presented by your business. Instead, if you tell them the benefits, they will be more interested and so then, after they buy the product, they will check the features to make possible that benefits…

Great advice!