Benefits = Money
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Summary:
Mention the feature but sell the benefits is an age-old maxim of sales. What your products are made from is a feature; what they do for you is a benefit. It is benefits that make the sale and puts money in your pocket.
Consider providing the obvious benefits of your products and also the not so obvious ones. Look through your entire product line and determine as many benefits as possible for as many products as you can. Write them down, don't prejudge them as being far...
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Mention the feature but sell the benefits is an age-old maxim of sales. What your products are made from is a feature; what they do for you is a benefit. It is benefits that make the sale and puts money in your pocket.
Consider providing the obvious benefits of your products and also the not so obvious ones. Look through your entire product line and determine as many benefits as possible for as many products as you can. Write them down, don't prejudge them as being far-fetched, simply list them.
Take into consideration the top two reasons people book a party-plan presentation. The first is to learn something and the second is to have fun. This doesn't mean you need to become a stand-up comic to get bookings. It does mean that by providing variations in uses of your products the far-fetched ones provide the humor while the others provide the learning.
The obvious benefit of booking a presentation is the hostess package your company provides. Most consultants hammer away at the free and reduced products people receive by booking. This is provides information to the potential hostess as to what she will receive if she books. But, if most people book to learn something or to have fun, what other benefits are the potential hostesses receiving by booking? Can they experience exactly how something will look on their wall by booking? Are they able to match your product to what is already hanging in their closet? These benefits, that are obvious to the consultant, are not necessarily obvious to the consumer.
What are the benefits of buying your products instead of going to a store to buy similar items? Does your company provide a warranty on the products? How does the warranty provide a benefit over and above what they would receive by purchasing a similar product in a store? Can they try make-up on and see exactly what that eye shadow will look like on them before they purchase it? Do they get your one-on-one attention after the show? These are benefits of booking. What are the benefits of someone booking a presentation with you?
By focusing on the benefits of your products and reasons for booking, your sales and presentations will dramatically increase. This in turn will increase your income, the incentives you earn from your company, and the number of recruits you have.
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