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If you get stuck determining benefits, ask your customers! Why did you buy from us? If answer is vague, be willing to go deeper and deeper until you get something tangible. For example: •“I bought from you because I liked furniture.” •You go further – “What did you like about it?” •“It matched my existing office furniture.” •“So, you appreciated variety we offer? Did you look anywhere else? What did you find there – good and bad? Were there any other reasons you bought from us?”
This may be stressful for you, and you may feel like you’re bugging your customers. Again, put your feet in your customers’ shoes – do you think your customers want you to succeed? If your vendors called to ask you to help them, would you? If you’re still uncomfortable, offer an incentive or gift to customers who help you to do this research.
Another way to define benefits that are important to your prospects is to determine their needs and define their problems. By fully understanding your potential customers’ needs and problems, you can better give them what they want. Sometimes your prospects don’t fully understand their needs and problems, so doing this research in advance and being prepared with this information, you can help them even more.
Now you can talk to anyone about your product!
Audrey Burton, Business and Life Coach. Audrey is a caring, but no-nonsense coach. Audrey’s ultimate goal is to help women to be happy with their work and life. She keeps you focused and motivated by helping you set priorities according to only your agenda. To sign up for her free, monthly email newsletter and to better understand how she works, visit her website at http://www.audreyburton.com. You only live once – love your life today.