Get into the Customers’ shoes and Pave a Great way to Customer Satisfaction
October 1st, 2012
Get into Customer’s shoes to make a sale – An old cliché that never loses significance. If you want your customers to buy from you, all you need to do is to get into their shoes for just an hour while strategizing your plans.
When you start understanding their language, first thing you’ll get to know is that it’s no longer the features that lure the customers, it’s rather the benefits that urge them to buy from you. Despite this, most marketers focus on features rather than benefits. This can be a strategy if you are targeting resellers but if you want customers, you need to stress more on benefits.
Specify your benefits and see how influential it is. Here are four tips from which you can grab some insights…
1. There is a clear line between features and benefits:
A feature is simply a characteristic of a product while benefit explains what the customers gain by using the product. Even a technical person can specify the features of a product, but the tough part is to convert the features into benefits.
Feature: “The boots are waterproof.”
Benefits: “Feet will stay warm and dry with these boots”
2. Words bring about the change:
If you want your customers to remember you and carry your word through the world, you need to use vibrant yet simple words that are catchy.
Feature: “These boots are outsole reinforced onto the upper heel”
Benefit: “If you happen to hit a rock, you’ll stay unharmed”
3. No techie words and jargon:
Nothing irritates a non-technical person more than jargon and technical words.
Feature: “Dual density TPU outsole with geometric lugs for grip and traction”
Benefit: “The hard and robust outsole gives you a grip and traction even through rocky paths”
4. Stand out in a crowd not with it:
It is a very rare case that you are the only person on this earth selling a product with features similar to yours. So if a customer needs to buy that product, what are the odds that he’ll buy from you? Specify what makes you different from the others.
Feature: “Our boots are very comfortable with…”
Benefit: “Our high-styling classic ankle boots makes your great outdoors all the more adventurous”
Craft a strategy with these tips and rest assured of gaining more and more customers and making them buy from you again and again.
