Monday, March 19, 2012

Features and benefits

If you want to use your writing to sell something, recognize the difference between the "features" and "benefits" of the product.
If you are describing a toaster that has four slots for bread instead of two, the feature is exactly that - it has four slots for bread instead of two. The benefit - the selling point - is that you get twice as much toast in the same amount of time.
Now let's throw in an offer and a deadline. If you purchase the toaster by March 31, you will receive a free butter knife and dish. But act now. Supplies are limited.
There you have it - the sales pitch - benefit, offer, deadline. If any of that gets your interest, you are more ready to accept what the price is.
Think of the industrious widget salesman. He can offer widgets that you can use at your home or office, any time of the day and night - and guess what? They come in a variety of sizes and colors so they'll be a good match where ever you decide to put them. They usually come in a set of six, but if you order in the next week, we'll send you 12 - twice the number but at the same cost. But you must act now.
That's your writing lesson for today, folks. Hold on to your wallets!

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