WOW.......!

All I can say at this time is WOW! It seems as if every corner we turn, things are gloom and doom. I just added more business this morning, and for the past two weeks I have been on the road with companies that are investing in their people.

You must make your clients see you as an investment in their business not just a cost, or worse yet, a sunk cost. How do you do that? You must quit telling all the features of your products and services and start selling the benefits. I know you have heard this 1000 times, but this time take it to heart. With the economy the way that it is you must differentiate yourself from everyone else!

Features are the "facts" about your product or service, and the benefits help answer the two questions, "what's in it for me?" and "so what?" Also if you start throwing in a "bridging statement" it will help your prospects/clients to understand how it will help them.

Feature-Bridge-Benefit

Example Bridges:
"What that means for YOU is"
"This will be great for YOU because"
"YOU will love this because"
"The impact for YOU will be"

The bridge comes between the feature (fact) and the benefit (answers the question everyone is asking "what's in it for me?")

Quit telling people about the "facts" or "features" of your product or service, and start selling the "benefits" answering the "so what" question, and watch your prospects and clients see you in a different way!

Also, quit listening to all the gloom and doom, and find all the great opportunities that exist right now!

Good Luck!