Mar 082012
What’s in it for Me?
As business owners, we need to remember that our potential clients or customers don’t care about what our product or service does for others, they only care about how it will help THEM!
Many business owners get caught up in promoting the features of their offerings, when they need to pay more attention to the BENEFITS.
Stop Selling the Product. Start Selling the Benefit is a very interesting blog post about how to “tie your product or service to emotion…“and uses some pretty interesting examples.
Did you ever wonder why the mannequins in stores wearing the clothes the store is selling don’t have faces?
Shane Russell, from Suited Marketing, explains why in his blog post. Read his blog post HERE!
This is a great post. I also loved the blog post “Stop Selling the Product. Start Selling the Benefit.”
Thanks for sharing.
-Louis
Purchasing is about choosing the essential products that will used for a time, I am totally agree that emotion take place when purchasing a kind of product…
I don’t think that the right term was emotion, I prefer it to call the customer’s instinct. It’s a way of thinking critically before investing into a service or on products. People will choose the best based on purpose,quality, terms, strength and warranty. While some people tend to choose based on design and specs. Either any of it, we should provide them the best and kind of services that will satisfy them Customer are always right, remember it then.
I completely agree with (ethically) selling benefits to customers. It has to be about meeting their needs. And yes… emotions are the hook.
@Louis – thanks for stopping by my blog and for appreciating it
@Rose37 – glad you agree!
@Marlo – “instinct” vs “emotion” – we are not that far apart
Yes, you are right – in any event – we should always provide our best!
@Keyuri: – love your addition of the word “ethically” – yup – to me – as you know – that goes without saying!
That is so true. Buyers really care about what the product can do for them and not for others. How do you increase the chance of emotional purchase connection to the buyers?
Thanks for this post!
-Brood
True Julie. ALL human beings are concentrating on “what’s in it for me?”. If they can’t see any benefit for them they just ignore your offer.
As I am mainly involved in tech niche where everything is about features but there is one company that talks about benefits and it’s Apple.
While they are presenting their product they don’t say how many Ghz, GB, MB/s and so on but instead they are saying faster, smoother, better, and so on.
Thanks for reminding this simple thing which is usually forgotten
Hi Brood, that is a good question. I think for one, you have to make sure your product or service meets a need or want in your target market.
Hi Catarina – most definitely – and to be honest, can you blame ALL? Why would someone buy something that didn’t have anything in it for “them”?
Hi Steven, thanks for your value-add. Apple is certainly a great example of a company that “does it right”.
Hi Julie…emotions are very important today and you give some tips and even advice here…Thanks for the help though…
Wonderful ideas! I am totally agree that “emotions” has a huge part for making decisions and choosing the right thing for life….
True… Most of the costumers are wiser these days before buying products. As for myself, I am more of the benefits before I decide if I have to purchase that certain product or not…
Good post. This reminds me of a book I’m reading by Dan Kennedy. If someone can say, “who cares?” after your pitch, then you’re not selling the benefits.
Great point Carly – thanks for the value-add
Excellent points! I totally agree with you.. We should updated and improve our business..
That’s really nice idea to sell benefits…never thought about this strategy. Thanks a million!
In choosing a product I always wanted to secure and have that it will provide a kind of benefits on my part, and I think its the real essence of purchasing…
I agree! We should always keep in mind that our customers buy our products for the reason that they can really benefit from it. Thanks for sharing this.. Good job!
I am a mother shopper and I always consider the quality of a products and those really important needed with my family at a times… Choosing is based on the budget emotions…
Really its great advice for selling its very useful for me thanks for it sharing.
When we are planning to buy some thing well I agree that sometimes it depends on our emotions…
As I have noticed when i shop in my self and others as well, we are purchasing a kind of thing because of our needs and because someone else have this kind and I need to have it too…
Hi Julie, I am really happy that I have your post here for us…Thanks to you!
In acquiring or purchasing products we should consider not only the benefits of the product itself but also the emotion attributes that will satisfy us.
Thanks for sharing your insights!
We always buy some things that are really based on our emotions…If we like it or not or if we are comfortable using it…
hmm… no wonder I’m not doing very well as a salesperson. Thanks for the lesson!
Derek
your post titled “Stop Selling the Product. Start Selling the Benefit.”was brilliant, this post is interseting too, we often forget that buying involves the emotions too, not every deision comes from the mind
Quality of a product is not about what you feel from it, rather, you need to consider by your knowledge the condition in what it may provides…
I think in the field of marketing, emotion is one of the key for choosing the best among better..
Mind maps are diagrams to explore new ideas and thoughts for creating and promoting. Excellent tips indeed! I really love to learn from the well experience one..
i always remember what my mom says to me that the mannequin has no face so that every body can wear it
The real essence of purchasing is you have a benefits on your part..and you know the emotions of everyone…
Interested ideas.. i think i know now what i want.. SALES PERSON.. Thanks for this informative site.
These site were always having a great ideas on having a great topics at all. Great job!
Such a great article,and you’re totally right. When people decide to buy something, they always make an emotional decision. That’s why offering/selling directly emotions is the best way for marketing a product.
this so nice and I like it.
thanks that you sheared this.
great article.
Emotion is always take at the first place, because it define a productive things to choose for worthy attachment at a time…
@Marlo, I am totally agree with your thoughts, instinct is the right term when purchasing a kind of product because when choosing the best among all we consider different things from it…
I think, emotion is truly take ups for having a great decision especially when it comes of purchasing for something…
It is only natural that we consider the effects our major decisions in life have on the people we care about. It would certainly indicate callousness and selfishness if we did not. You obviously must love and care for your family, so do you resent them or is it that you are unhappy with your life in general?
You mentioned that none of life seems fair and that your decisions that you made effect your state of well-being now.
We cannot make any good decision under emotion. Decision-making has a big part of who we are in the future..
Hi Julie..I hope you can post more of this because we missed you…Can’t wait to read more of your posts…
Start selling the benefit, i really liked the keyword which is been used, anyways well written post.
We should know our potentials. Before making huge decision.
As a mom who took shopping every week, I do prefer to buy those can be used in my lovely kitchen and for the rest of week… It’s about emotion? I don’t think so.. But what is the right term for it?
This is the common case of every person, especially thy mom who purchasing such things using their emotion… Because do most mom know the best…
LOL Lacey – Yes we moms DO know best
Hi Julie…We actually want to hear more of you aside from this post that talks about decisions and making purchases…
I think it’s based more on the quality of the product that satisfies the standards and desires of the customer. It’s not merely on emotions but rather to the function that will make convenience.
wonderful ideas!! everyones first question is “what’s in it for me?”. if there`s a benefit for them they buy, if not they`re not interested in my opinion
Thanks Andres – you are right – and can you blame anyone for wanting to know “what’s in it for them”? Common sense, right?
Emotions are one of the best factor for choosing the best, but in purchasing for a great ones? I don’t think so…
Purchasing is one of a lovely activities of every mom, and I am selecting some goods base on my needs and budget…
To a higher extend you are right…and that is the reason why we recommend people to add social buttons on the product pages that encourage people to share the product with the circle and recommend!.. Great stuff…
Stop selling the products, start selling the benefits, is a great post to. Thanks for always doing a wonderful blog.
As a buyer we buy the things that fit for us.and we can have a great benefits.
Benefits is the most important thing to remember in purchasing a kind of product…
Clients and customer is more willing to buy the product if the seller deals with his or her emotion fairly. it a good post and i list down it all.
This a great article to read! and i agree with you that EMOTIONS has a huge part for making decisions. In purchasing products. Thanks for your insights and i’m looking forward to read more from you!
There are people who just buy what they think is good in a glance. Or we must say there are lots of impulse buyers.
In buying we should consider first the value of the product, the price and never forget to see the expiration date of the product.
That is true, me myself as a customer will always find the benefit I can get on the product. The physical appearance of a product or the beauty of a product is not really that important, it can attract a customer but will give doubts later if it is not helpful to them.
If it’s meant to happen, it will. Emotions may play a role but it’s all on you.
very good sharing… i appreciate you
Emotions has a huge part in our life and we are able to use it in choosing the best that can be..
It is really true that purchase decisions are based on emotions. Emotion provides a big part on every decision we undergo.
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