Qué compra la gente? los beneficios del producto!

beneficios del producto

Uniq One provee una solución a los problemas más comunes del cabello de las mujeres

Qué compra la gente? los beneficios del producto!

La gente compra beneficios. Cuando recibe nuestro mensaje, la audiencia se plantea –aunque sea inconscientemente– total o parcialmente estos interrogantes:

-«Y a mi qué?»
-«Y después?» (o «Y entonces?»)
-«Qué hay de bueno para mí en esto?»

Determinar cuáles son los beneficios de tu producto o servicio significa poner en limpio, en forma clara, qué es lo que las características del producto / servicio HACEN POR el consumidor.

Una buena forma de visualizar los beneficios es «extraerlos» de las características. Eso es más fácil en productos, pero aquí te muestro un método fácil para hacerlo con servicios:

Toma una hoja y dibuja una tabla de 2 columnas con los siguientes encabezamientos:

CARACTERISTICAS      /      BENEFICIOS

(Supongamos que eres un contador cuyo target son comercios pequeños…)

PRIMER PASO. En la primera columna escribe todas las características de tu producto / servicio. No te preocupes porque salga todo perfecto de una vez, posteriormente corregirás.

Ejemplo:

CARACTERÍSTICAS

Primera consulta gratis
Se aceptan tarjetas de crédito
10 años como funcionario de hacienda
Sensitivo a las necesidades de los comercios pequeños
Atención hasta las 21hs.

SEGUNDO PASO. En la segunda columna escribe los beneficios para el consumidor que pueden extraerse de cada una de las características. De nuevo, escribe como te venga a la cabeza, luego pulirás todo.

Ejemplo:

BENEFICIOS

(Primera consulta gratis:) una oportunidad sin riesgo para que usted conozca qué tengo para ofrecerle

(Se aceptan tarjetas de crédito:) usted no necesita disponer de efectivo y puede financiar el pago

(10 años como funcionario de hacienda:) mi experiencia «interna» es una ventaja para que usted gane más dinero pagando sus impuestos

(Sensitivo a las necesidades de los comercios pequeños:) puedo proveerle todo el apoyo administrativo-contable para que usted se ocupe de lo que más le gusta: «vender»

(Atención hasta las 21hs.:) usted puede elegir el mejor horario, cuando su trabajo sea más liviano o después de cerrar su negocio

TERCER PASO. Agrega algún beneficio para el cual no hayas escrito características y edita todo.

Ponte del lado del consumidor, aplicando el método de los 3 pasos tendrás un mensaje que sobrepase la barrera del «Y a mi qué?», «Y después?», «Qué hay de bueno para mí en esto?».

Usa estos consejos para redactar tus anuncios publicitarios y potenciarás la atracción de clientes y la conversión de ventas.

 

 

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