Selling effectively is an art! A good salesperson knows that perfect knowledge of the offered product and a positive attitude to the customer are not enough. What matters most is the language of sales benefits. How to use it in e-commerce?
What is the language of sales benefits?
The customer never buys the product itself and the benefits associated with it. He buys a product "for something." Therefore, it is the seller's job to discover this "something".
The language of benefits is a technique focused on the customer's needs. It is also the presentation of the sales offer in such a way that it becomes a response to the recipient's expectations and awakens the desire to buy a product or use a service.
Are you looking for a way to attract customers?
We can speak the language of benefits!
How to use the language of benefits in online sales?
The language of benefits in sales uses specific words and phrases, emphasizes the emotional values associated with owning a product or using a service. The description should include words such as: "you will gain", "you will save", "for safety", etc. a sales offer, it is worth focusing on the reader's feelings:
- refer to negative emotions that the customer already feels when presenting the product as a solution to a problem,
- focus on the positive emotions that the customer will experience when they buy a product or use a service.
In the language of sales benefits, you need to use concrete facts, refer to the tangible benefits of the offered product / service.
Successful writing in the language of benefits is based on the "feature-advantage-benefit" model. A feature is the product's properties, an advantage is the possibilities that result from a given feature, and the benefit is a real value for the customer - e.g. "5000 mAh battery (feature) guarantees a longer life than batteries in previous models (advantage), which will allow you to use up to two days from the phone without charging (benefit) ”.
The most important benefits are worth highlighting with catchy headlines, infographics or simple graphics. Moreover, the text should be properly formatted, legible, and pleasing to the eye.
Today's client is demanding. Presenting the good features of the offered product is not enough to encourage him to buy. The role of the language of benefits in sales is invaluable. Persuasive descriptions that respond to customer needs will translate into growth conversion factor and real profits!
