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Casual Articles - There Are Benefits - And Then There Are Benefits
It's always hard to be sure, isn't it, exactly when to follow up on a quote?I would always recommend within 48 hours for the following reasons:1) It is still a good time frame where people remember they have receiv
Marketing is all about getting the benefits across to your prospect. Unfortunately, there's no single answer to which level to use when. It all depends on the product or service, and who it's being sold to. But knowing more about them ca
Maybe you don't want to work that hard, or maybe you have been burned by consultants so you are not inclined to listen to one. Or maybe you already have a measure of success and don't think you need to do anything more. No matte
There are three basic levels of benefit to any product or service. The first is just one step away from a feature, and is generally called a "Product Benefit" (because it is still centered on the product). Peanut Butter is made with natural ingredients and contains healthy proteins and monounsaturated fats.
The second level is stronger. It's called the "Consumer Benefit," because it focuses on (you guessed it!) the consumer, and the positive result she gets from the product benefit. My children get extra nutrition that tastes good -- so they'll eat it.
The strongest level is called "Values." It's the internal reward that comes from the Consumer Benefit. I'm a good mother because I serve healthy Peanut Butter to my children.
So if Values are the strongest level of benefit, you should always use them, right? Not necessarily.
The problem with selling to Values is that it's easy to sound like you're full of hype. Not only that, but coming right out and saying, "You'll be a good mother if you serve Peanut Butter," is downright insulting.
That's why it's best to hint at Value Benefits. "Choosy Moms Choose Jif." See how the benefit is implied, rather than overtly stated? And isn't it much more effective than, "Be A Good Mother! Choose Jif," would be?
Marketing is all about getting the benefits across to your prospect. Unfortunately, there's no single answer to which level to use when. It all depends on the product or service, and who it's being sold to. But knowing more about them can
One of the biggest challenges any business owner or manager has is hiring the right people. I've recently discovered a simple, inexpensive yet very effective way which will help you get it right. This week I've asked Nathan Chan
The second level is stronger. It's called the "Consumer Benefit," because it focuses on (you guessed it!) the consumer, and the positive result she gets from the product benefit. My children get extra nutrition that tastes good -- so they'll eat it.
The strongest level is called "Values." It's the internal reward that comes from the Consumer Benefit. I'm a good mother because I serve healthy Peanut Butter to my children.
So if Values are the strongest level of benefit, you should always use them, right? Not necessarily.
The problem with selling to Values is that it's easy to sound like you're full of hype. Not only that, but coming right out and saying, "You'll be a good mother if you serve Peanut Butter," is downright insulting.
That's why it's best to hint at Value Benefits. "Choosy Moms Choose Jif." See how the benefit is implied, rather than overtly stated? And isn't it much more effective than, "Be A Good Mother! Choose Jif," would be?
Marketing is all about getting the benefits across to your prospect. Unfortunately, there's no single answer to which level to use when. It all depends on the product or service, and who it's being sold to. But knowing more about them ca
This article relates to the Culture & Climate competency, commonly evaluated in employee satisfaction surveys. AlphaMeasure defines climate as the effect an organization has on the employees, while culture refers more to the acc
The strongest level is called "Values." It's the internal reward that comes from the Consumer Benefit. I'm a good mother because I serve healthy Peanut Butter to my children.
So if Values are the strongest level of benefit, you should always use them, right? Not necessarily.
The problem with selling to Values is that it's easy to sound like you're full of hype. Not only that, but coming right out and saying, "You'll be a good mother if you serve Peanut Butter," is downright insulting.
That's why it's best to hint at Value Benefits. "Choosy Moms Choose Jif." See how the benefit is implied, rather than overtly stated? And isn't it much more effective than, "Be A Good Mother! Choose Jif," would be?
Marketing is all about getting the benefits across to your prospect. Unfortunately, there's no single answer to which level to use when. It all depends on the product or service, and who it's being sold to. But knowing more about them ca
There are some business models that are more accessible than others, to individuals who have little or no collateral, little or no cash, little or no entrepreneurial experience, little or no training, and little or no choice but
The problem with selling to Values is that it's easy to sound like you're full of hype. Not only that, but coming right out and saying, "You'll be a good mother if you serve Peanut Butter," is downright insulting.
That's why it's best to hint at Value Benefits. "Choosy Moms Choose Jif." See how the benefit is implied, rather than overtly stated? And isn't it much more effective than, "Be A Good Mother! Choose Jif," would be?
Marketing is all about getting the benefits across to your prospect. Unfortunately, there's no single answer to which level to use when. It all depends on the product or service, and who it's being sold to. But knowing more about them ca
How many times have you as a customer felt as though you were putting a salesperson out by asking for assistance or interrupting them as they were engaged in a personal conversation with a co-worker or friend?I can recall
Marketing is all about getting the benefits across to your prospect. Unfortunately, there's no single answer to which level to use when. It all depends on the product or service, and who it's being sold to. But knowing more about them can help you choose the right one -- or mixture of several -- that's just right for your situation.
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