Are You Marketing Features or Benefits?

When you talk to mlm leads prospects about your business, which do you describe: Features or Benefits?

If you’re like most distributors that I know, you spend your time talking about features of your opportunity. Instead, you should spend your time on the benefits. That’s where sales are made.

Maybe now you’re asking yourself “what’s the difference between the two?”

Let’s go thru an example to illustrate the difference.

Let’s describe a car:

The car is blue with 4 doors.

The above statement describes features of a car.

You’ll have enough room to take that road trip of a lifetime with 3 of your best friends.

The statement above describes benefits of a car.

Do you see the difference between feature and benefit?

Too often we talk features when we should be talking benefits. If ever you wonder which you’re describing – features or benefits, ask yourself:

“So what? What’s in it for me?”

If you can answer that question sufficiently, you have identified a benefit.

Let’s test this out with an example below:

The car is blue with 4 doors. So what? What’s in it for me?

A 4 door car has a lot of room. So what? What’s in it for me?

This car has enough room for you and 3 of your best friends to travel across country like you always wanted! Ok, great! That’s just what I wanted!

As you market your business, remember that prospecting is not about your company, product or service. It’s about the prospects and what they want out of life. So position your company/product/service’s benefits and how they will help your prospects get what they want out of life.

Thanks for reading.

To your success,