you will solve a problem for him/her Hits on their “pain” points Defines why features are important Makes the customer’s life easier Makes an impact and is VALUABLE to them Your features drive your benefits Whenever possible, create an emotional tie with the consumer Let’s take a look at our examples again…. What Are Benefits?
all have their doctorates and therefore have a better understanding of your condition. With their expanded knowledge, they can better educate you on your ailment and help you get healthier faster. Extended hours BENEFIT: With our convenient hours, we’ll work with your schedule so that you don’t have to move your life around. Appointments are available early morning, evening and weekends. Receive healthcare on YOUR time. Examples of Healthcare Benefits
for all of your medical needs. We will reduce your pain and get you back to doing the things you love most faster. Online medical records BENEFIT: Easy access to your medical records. Don’t sit by the phone for days, worrying and waiting for an answer. Know your test results in real time. Examples of Healthcare Benefits (Cont.)
benefits? What benefits can you offer customers or patients that the competition cannot claim? Know your clients What are they seeking? Don’t be afraid to poll them and ask the hard questions to learn how you can better benefit them Example: Satisfaction surveys Does it pass the “why should I care?” and “what’s in it for me?” tests? How Do You Know What Your Benefits Are?
Benefits demonstrate why your service(s) or products are VALUABLE to the customer Make an emotional tie whenever possible When determining your benefits, put yourself in the customer’s place and ask “what’s in it for me?” Summary
and Mark Nelson. "Stand Out from the Competition: Ways to Connect With Your Patients." Webinar. May 2013. Lecture. Ciotti, Gregory. "Features Tell, but Benefits Sell." Help Desk Software. HelpScout, 19 Feb. 2012. Web. 14 June 2014. Douglas, Laura C. "Marketing Features Vs. Benefits." Entrepreneur. Entrepreneur Media, Inc., 1 Dec. 2000. Web. 14 June 2014. Gornik, Cari. "Why Features Tell, But Benefits Sell." IdeaCrossing Blog. IdeaCrossing, 25 July 2012. Web. 14 June 2014. Mefford, Chuck, and Lori Lovett. N.p.: Lighthouse Communications, 2010. Print. Mefford, Chuck. BrandsFormation: How to Transform a Good Small Business into a Great Local Brand. U.S.: Lighthouse Communications, 2008. Print. References