A feature benefit chart goes over a product’s features so that consumers can see what the product offers. How do I turn features into benefits? Here’s how you transform any feature into a tangible benefit:
What are features and benefits?
Features are facts about products or services; they add credibility and substance to your sales pitch Benefits give customers a reason to buy because they explain how your product or service improves their lives To translate features into benefits, answer the question “So what?” Persuasive copy requires a mix of features and benefits.
How do I prepare a feature-benefit chart?
The first step in preparing a feature-benefit chart is finding your product's features. Look for construction and materials, appearance and style, unique or novel features, durability, product uses, and service and warranty.
What are feature-benefit matrices?
Feature-benefit matrices help marketers ensure their messaging is consistent, relevant, and accessible to end-users. These documents are often formatted as grids, with one column for features, several more for benefits, and additional columns for specific messaging data points or calls-to-action.
What is an apparent benefit?
Obvious or apparent benefits are advantages that need little explanation by the salesperson. The customer already knows, or can easily recognize, the benefit. Wha are unique benefits? Unique or exclusive benefits are advantages that are available only from your good, service, or business.
What are feature benefits?
What Is Feature-Benefit Selling?The specific (sometimes technical) functionality that a product has to offer,The ways in which the customer's life will improve because of those features.
What is an example of a feature and a benefit?
The benefits of a product or service typically rely upon the type of features they offer. In this way, benefits can be an effect of features. For example, a feature of an oven is that it can fully heat up in five minutes. The benefit of this feature is that it allows you to cook a meal quickly.
What is the meaning of feature and benefit?
Here's the quick and dirty answer: Features are aspects of your product, which could be technical or descriptive. Benefits are why that feature matters for your customers. In other words, how that feature makes their life better. Features tell customers what, and benefits tell customers why.
What information must you know to create a feature benefit chart?
To prepare a feature-benefit chart, a salesperson must know: facts about the product. A customer interested in buying an expensive product asks a question you can't answer. The customer leaves without buying but promises to come back later.
How do you write features and benefits?
How to describe features and benefits on your websiteHighlight a key benefit (or problem you avoid) in your headline or subhead.Use bullet points to list a series of features and benefits, because they're easy to scan; mention the most important points first or last.More items...
How does a feature-benefit chart help a salesperson?
Feature-benefit selling is the process of connecting your the things your product helps your customer do (features) to the goals it will help them achieve and the pain points it will help them eliminate.
What is an example of a feature?
An example of feature is freckles. An example of feature is a guest speaker at an event. An example of feature is a cover story in a magazine. An example of feature is a new movie coming out.
What is the difference between a feature advantage and a benefit?
Advantages explain the significance of a feature and how it solves a problem, often in a factual, concrete, or measurable way. Benefits, on the other hand, are subjective and appeal to the emotions or pains of the prospect. In essence, advantages are why the features matter, and benefits are why the advantages matter.
How do you turn a feature into a benefit?
Here's how you transform any feature into a tangible benefit:1) Clearly define the feature itself. ... 2) Describe why/how the feature is a benefit to the client. ... 3) How is that different than others? ... 4) Why is that better? ... 5) Pose a closing question.
In which step would you use a feature-benefit chart?
The last step is to create a feature-benefit chart, listing the product, its features, and the benefits those features provide to customers.
What is an example of feature-benefit selling?
For example, a new pair of glasses that feature a screen with impact-resistant frames may provide customers with the benefit of dropping or handling their glasses without the fear of breaking them. The benefits of a product or service typically rely upon the type of features they offer.
Why are features and benefits important?
You want products or services with features which customers perceive as valuable benefits. By highlighting benefits in 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.
What is a feature benefit matrix?
You may be able to create a feature-benefit matrix—a chart that directly correlates benefits with features—to use throughout your sales process. While identifying benefits, it's important to remember that some features can present multiple benefits simultaneously.
How to implement feature benefit selling?
In order to implement feature-benefit selling as a part of your sales strategy, you must be able to understand the features that make a product or service unique.
Why do companies design products with features that offer specific benefits?
This is because benefits play a powerful role in driving customers to make purchases, use a product with fidelity and develop brand loyalty over time.
When will feature benefit selling be available in 2021?
July 8, 2021. Sales professionals regularly formulate new approaches to attract customers and encourage them to make purchasing decisions. The process of feature-benefit selling offers professionals the opportunity to make valuable connections to customers throughout the sales cycle. If you're seeking methods to help customers better understand ...
What is the benefit of a product?
Benefits are the consequences or outcomes that customers experience by using a product or service. In most cases, a product or service's benefits present a solution to meet a customer's needs and are an influential factor in a customer's reasoning for making a purchase. For example, a new pair of glasses that feature a screen with impact-resistant ...
Why Are Features and Benefits Often Confused?
As with so much of marketing, the main reason why so many businesses confuse features and benefits comes back to intent.
Using a Feature-Benefit Matrix
If you’re a marketer, the chances are pretty decent that you’ve come across the term “feature-benefit matrix.” Despite sounding suspiciously like one of those godawful buzzwords that so many marketers are seemingly obsessed with, feature-benefit matrices are actually really useful documents.
Examples of Feature-Driven Marketing
So, with all that tiresome theory out of the way, let’s take a look at some examples of marketing messaging from both a feature and benefit perspective. First up, feature-driven marketing.
Benefit-Driven Marketing
So, now that we’ve seen how product features can take center-stage in a marketing campaign, let’s look at some examples of benefit-driven marketing.
Features vs. Benefits in Ad Copy
By now, it should be clear that focusing on the benefits of your products or services can be significantly more effective than highlighting its features. But how does this translate when it comes to ad copy, the vital first step in securing new business for many advertisers?
Marketing Campaigns (with Benefits)
As we’ve seen, feature-based marketing can – and does – work well for certain businesses and product lines.
What is the difference between features and benefits?
In order to create an effective marketing strategy, marketing teams need to know the difference between features vs. benefits. Though they tend to get confused, the main difference between these two marketing terms is that benefits explain how features can serve consumers.
What is a benefit?
A benefit is how a product or service can improve or add value to a consumer's life. They are what a product or service can accomplish for the consumer, which tends to be more of a selling point. Benefits answer the question, "What will this product or service do for me?".
Why is it important to include both the features and benefits of a product?
This way, consumers know what is included in a product or service while also learning how it can add value to their lives. Marketers need to find a healthy balance between features and benefits to capture more people's interest in ...
What is a feature in marketing?
A feature is a factual statement about something included in your product or service. It may also be something that your product can do. Features add substance to your marketing efforts and are useful for people who are looking for a specific product or service. Features tend to help people who care more about the technical aspects ...
Why are benefits important?
They provide reasons why a feature helps create positive experiences. It's important for a marketing team to include benefits in their messaging to lead consumers to the right conclusion about your offerings.
What is a feature in a computer?
If you’re dealing with software, a feature would be a function of the software or even a form or screen that’s part of the software . If you sell a service, then the feature of your service is a task such as window cleaning or printing.
What are the benefits of webcams?
Webcamsallow you to see the person you’re talking to, so that you can see them smile. Benefits focus on the emotional payoff that we get by using the feature and experiencing the capabilities that it allows.
What is product feature?
This comes from a fundamental misunderstanding of the differences between features and benefits. Product features are the characteristics of your product . These are the plain facts about the product – its size, weight, and functionality. These are elements that are more important in the production stage. But when it comes to the selling stage, ...
What is benefit in marketing?
Benefits are the outcome and result that the customer will experience by using your product – the reason why a visitor converts into a custome r. Remember, consumers don’t buy things for the sake of buying them – they want to solve their problem. Get out of the product bubble.
What is the difference between features and benefits?
Features are facts about products or services; they add credibility and substance to your sales pitch. Benefits give customers a reason to buy because they explain how your product or service improves their lives.
How to highlight a key benefit?
Highlight a key benefit (or problem you avoid) in your headline or subhead. Use bullet points to list a series of features and benefits, because they’re easy to scan; mention the most important points first or last. Avoid technical language your reader doesn’t understand.
What are the benefits of designing a kitchen?
Real benefits connect to your customer’s desires, such as saving time; reducing costs; making more money; becoming happier, healthier, more relaxed, or more productive. Let’s say you design beautiful kitchens. You can answer So what? in different ways: You’ll have a kitchen where you can relax and feel at home.
Features vs. Benefits: What’s The difference?
- What is a Feature?
Simply, a feature is something that your product has or is. For SaaS companies, this is typically functionality offered by a software program that enables users to do something. Other examples of product features might include razors with five-blade heads, power drills with interchangeabl… - What is a Benefit?
Benefits are the outcomes or results that users will (hopefully) experience by using your product or service – the very reason why a prospective customer becomes an actual customer. Image via WebEngage Monk Although it might seem counterintuitive, consumers rarely want to buy things …
Why Are Features and Benefits Often Confused?
- As with so much of marketing, the main reason why so many businesses confuse features and benefits comes back to intent. Marketers often spend a great deal of time in the weeds examining common problems experienced by their target markets. As such, it’s easy for marketers to forget that, to the layperson, the benefits of using their product may not be immediately obvious. Put a…
Using A Feature-Benefit Matrix
- If you’re a marketer, the chances are pretty decent that you’ve come across the term “feature-benefit matrix.” Despite sounding suspiciously like one of those godawful buzzwordsthat so many marketers are seemingly obsessed with, feature-benefit matrices are actually really useful documents. Feature-benefit matrices help marketers ensure their messaging is consistent, relev…
Examples of Feature-Driven Marketing
- So, with all that tiresome theory out of the way, let’s take a look at some examples of marketing messaging from both a feature and benefit perspective. First up, feature-driven marketing.
Benefit-Driven Marketing
- So, now that we’ve seen how product features can take center-stage in a marketing campaign, let’s look at some examples of benefit-driven marketing.
Features vs. Benefits in Ad Copy
- By now, it should be clear that focusing on the benefits of your products or services can be significantly more effective than highlighting its features. But how does this translate when it comes to ad copy, the vital first step in securing new business for many advertisers? Let’s take a look at two real ads to illustrate how focusing on benefits can be much more powerful than high…
Marketing Campaigns
- As we’ve seen, feature-based marketing can – and does – work well for certain businesses and product lines. However, for many small businesses, identifying and highlighting how their products and services can improve the lives of their customers is often a much more powerful strategy, from the very first ad of a campaign to the copy used on a website. Regardless, if you r…