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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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The total market operates from Wednesday to Saturday.
For those who occur to come back throughout one on the secondary market, its value will no less than double.
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As demonstrated below, the misuse of Rule 504 to sell «free trading» shares has develop into so rampant that the SEC as effectively as the Justice Division have filed enforcement actions in opposition to the attorneys who render authorized opinions to take away restrictive legends.
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In 1985 and 1986, Brinson and Fachler (1985) and Brinson, Hood, and Beebower (1986) introduced the Brinson models as a foundation for investment portfolio performance attribution.
HFT industry people argue that the phenomenon could be a software error.
The financial crisis precipitated many changes in the bond insurance industry, including rating agency downgrades, several companies ceasing to write new business, dramatic share value reductions, and consolidation among the insurers.
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Markets in mainland Europe have responded, regardless of the uncertainties about debt defaults; the UK market had coped effectively with a disappointing Funds assertion that has left all of the tough choices until after the forthcoming basic election; and the most effective efficiency amongst the foremost markets has occurred within the Japanese market because it has recovered from earlier weakness.
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Donnelly, Matt; Lang, Brent (August 13, 2019).
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Early estimates suggested that the twister family-identified by some media shops as a «Quad-State twister», as a result of storm’s long track and similarity to the 219-mile (352 km) Tri-State twister of 1925-might need cut a path of up to 250 miles (four hundred km) across the affected areas, making it the longest-tracked twister in historical past.
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