It’s pretty easy to just start talking to your customers about all of the awesome features of your product or service. You talk about the all of the details you’ve built in and the latest and greatest materials/technology/skills you’re using in your process…
The only problem is that they just don’t care that much!
Your potential customer is here to solve a problem of some sort. And until you speak to that problem and the benefits they’ll get from what you’re offering, they’re likely not paying close attention. But when they can connect the dots between the features of your product or service and how those features will make life better for them, selling becomes a LOT easier.
Make sure you can follow up every one of your features with a “so you can ____” phrase. Or “what this means for you is____.”
Otherwise, features-smeatures.
Here’s what I mean: