TABLE OF CONTENTS
Making the benefits of the product understood is the most correct way to sell to customers.
Let's take a practical example to understand the differences.
Why did the clerk make a mistake?
What would have been the best sales whatsapp number list strategy to ensure customer satisfaction?
Conclusions
Making the benefits of the product understood is the most correct way to sell to customers.
There is nothing to say. Marketing done well is the extra weapon that companies have to sell.
But it must be used correctly. Knowing how to sell the benefits of a product is much more important than offering features and innovations that are not useful to that customer.
The return may be lower in the short term but significantly higher in the medium-long term.
Let's take a practical example to understand the differences.
I'll give you an example of a practical situation that could occur so you can understand the differences between marketing that sells features and marketing that sells benefits.
You need to replace your laptop and you periodically receive flyers with offers from large electronics stores at home.
Intrigued by the word “offer” and needing to replace your PC, you begin to browse the flyer.
In your mind you know that you want a faster PC than the previous one which still works well but takes forever to turn on and open windows to surf the Internet, write documents, read emails, etc.
So, what do you do?
You start reading the specifications of computers and, not being a technician , you read the size of the monitor, the processor, the RAM and the prices without understanding exactly which one is ultimately the most suitable for you .
Next step: go to the store and ask the clerk in the computer and accessories section. Even if you don't know him, psychologically for you he is an expert while you know little and therefore you tend to trust his judgment.
You tell him that you saw the flyer and that you are undecided whether to get the one with the i3 or i7 processor.
The clerk (having the specifications in hand) tells you that the one with the i7 processor is more powerful, has more RAM, has a larger hard disk and that therefore it is the ideal solution for you too because the processor will be able to handle the PC even when it becomes slower over time due to updates.
You don't really care about the hard disk that big, but in the end it convinces you to spend double the amount of the PC with an i3 processor, but you will do it with joy and confidence because you are sure that for the next few years you will be fine thanks to the performance of the "i7" processor and double the RAM.
i3 PC Marketing Benefits
Why did the clerk make a mistake?
Because he bothered to sell you the features without advising you on the benefits you would get for your needs.
You will go home and not find a big difference in performance between the new computer and the old one, you will be disappointed and may not trust that store anymore.
What would have been the best sales strategy to ensure customer satisfaction?
The clerk should have asked what type of work the computer would be used for (in this case, surfing the web, email, and documents) and then recommended the one that offers the benefits best suited to your use.
In this way the customer would return home happy for having purchased a product in line with their needs .
Conclusions
When selling, you have to put the customer at ease and show them the benefits of the products rather than just the features.
Maybe you will sell a product with a lower margin, but you will make the customer happy and he will certainly come back again and you will be able to spread positive word of mouth.
Contact me if you need marketing advice and update or develop your website.
* The images are taken from a flyer and are for illustrative purposes only. I tried to eliminate the distinctive elements so as not to give any reference or advertising to products, shops or services. In the event that the owner of the images or products displayed wishes to delete them, he can let me know by sending me an email directly from the contact page of this site.