Let’s cut to the chase. When it comes to peddling your wares, or in our case care management, there’s one main thing you need to know:
Customers don’t care about what your product/service can do… they care about what it can do FOR THEM.
And that’s pretty much it.
The real skill is identifying what taps into your customer’s emotions to get them signing your contract and sending a deposit through Pay Pal– , credit card in hand.
So, instead of talking about features versus benefits, ), I’m going to show you some great sales lines in action.
The uniqueness of a product or service, like care management, can set it apart from the competition. Features, like masters trained care managers, 24 hours on call, can communicate the capability of a product or service. But features are only valuable if customers see those particular features as valuable. You want products or services with features which customers perceive as valuable benefits. By highlighting benefits of 24 hours on call -” we take care of everything so you don’t have to” anymore -in your marketing and sales efforts, you’ll increase your sales and profits.
It’s important to remember that customers buy products and services because they want to solve a problem or meet a need. Consciously or unconsciously, your customers will always be asking the question, “What’s in it for me?” Your product and service offerings have to deliver solutions and satisfy needs, or they won’t be successful.
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Join me in my new FREE Webinar
Learn to Sell Benefits not Features to Third Parties to Grow Your Care Management Bottom Line
When: March 6, 2019
What is a benefit vs features and how to find benefits for each 3rd party you market to?
What specific problems you solve for wealth managers, elderlaw attorneys, and concierge physicians
What specific problems to solve for upscale Assisted Living, accountants, financial planners, MD’s
Step by Step how to set up meetings with 3rd parties to make the sale