Today I’ll be talking about why Value of the product or service that you’re offering is important, rather than the Features of the product or service.
So why?
Three things to remember:
- People do not like being sold to
- Prospects get sold to a lot
- The thing they really care about is themselves
So try and make it as easy as possible for yourself and them in order to help them out and get the value that they need and are looking for.
So how do we do this?
What do we mean by VALUE?
Value is how are we going to help the client or what are they going to get out of it. So things like making their day easier, making them save time, save money… things like that.
So with the FEATURES part, it is simply just stating what it is and not actually explaining the value of the product or service. And no one really cares about that. You need to make it as easy as possible for people to help them out, rather than just stating what the feature of the product or service that you’re offering.
So for example, I got a pen over here. A features example would be, it’s BIC Max and it’s purple. And it also got three different colors on it. So, are you really caring about this? Probably not, are you?
What you care about is that it’s probable purple and that it makes it easier to read and write. Okay, it got some benefit now, it got some value because it’s making it easier for your eyes. Not only your own eyes, but for other people that might be reading it for you as well.
It also erases other markers as well. So it’s just not the benefit of this one but other markers in general. If you purchase this and you already got other markers, it helps those as well.
So you’re probable getting the point of it now, right?
If you’re talking about the value of the product, it’s switching to “all-about-them” approach rather than the “all-about-me” approach. This is what clients want. They want help from you and they want to see value in order to be a potential client.
So think about it. Next you’re selling something, try and offer the value of the product or service that you’re offering, rather than just simply stating the features. Nobody cares about features.
