Selling Benefits vs. Features
When you go about selling duct cleaning services, or related indoor air quality products, it’s often best to focus on the benefits rather than the features.
For example, if you are educating your potential customer about the UVC Max36, consider the following features:
- 16″ Bulb
- 36 Watt
- Works silently 24/7
- Just pennies per day to operate
Now consider the benefits:
- Cleaner, healthier indoor air
- Eliminates germs and viruses in the air system
- Less sickness in the family
- Healthier indoor environment
- Save money by visiting the doctor less
Do you see the difference between the features and benefits? Most customers don’t care much about the features, but when you are selling, you want to sell the benefits so that the customer can get a good idea of how their life will be better as a result of purchasing your product or service.
So whether it is duct cleaning services, electrostatic air filters, UVC Max36 or anything else, think about how your product or service will improve the quality of life for your potential customer, and then focus on those selling points. You might just see an increase in sales as a result.