What Is The Difference Between Features and Benefits

difference between features and benefits

Do  you know the difference between features and benefits? Have you ever heard that features tell but benefits sell? You probably have heard the phrase, Facts tell, stories sell? It’s one of the very foundations of what marketers do.

We can rattle off a series of facts about a product or service but it’s the personal stories that we tell that strike a chord with our customers and compel them to buy. It’s the same with features. They tell all about the product or service but the benefits sell. 

The Difference Between Features and Benefits

The difference between features and benefits is something that is often spoken about in trainings and conferences. However, sometimes network marketers are so anxious to make their sale, they don’t think strategically about what they say to their potential customer or how they express it in their copy. Again, they can rattle off the features of the product or service but if they fail to highlight the benefits to their customer, they may fail to make the sale.

So think about it…features vs. benefits. Let’s take a closer look!

features and benefitsFeatures are facts or characteristics of a product that describe its appearance, components and capabilities.

Benefits are advantages or value the product or service offers the customer. The features may be great but the customer doesn’t really care. Why? Because the customer only cares about how he is going to benefit from having it.

So for example, let’s say you were selling a piece of gym equipment. In your presentation or copy, you might speak about its durability, its compact design and its ability to store easily. The reality is, however, that the prospective customer wants to know how it will improve her life, how will it benefit him, “What’s in it for me?”

Quite naturally, a person looking for a piece of gym equipment wants to tone up the body or lose weight. They want to know how will this product help them tone their bodies, help them slash the extra pounds and how fast will it happen. So it’s important to mention the features but more important to highlight the benefits. Benefits sell!

Sell Benefits, Not Features 

When writing copy or presenting your product or service, follow this rule of thumb: Does it speak to the customer? Does it communicate quickly and easily? Is it benefits-driven?

These are the questions your presentation and/or copy should answer because this is what your potential customer is looking for. Remember to lead with the benefits of your product or service and support with its features. Features tell and benefits sell!

Images courtesy of FreeDigitalPhotos.net

If you found this helpful, please take a moment to leave a comment below and share on Facebook!

 Theresa M Lovelace    

  Your partner on the journey,




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Theresa Lovelace

Home-based business and network marketing professional, blogger, teacher and marketing consultant. I have a passion for teaching network marketers how to brand themselves by developing their credibility in the marketplace and using simple online strategies to generate leads, earn income and recruit leaders into their business. My goal is to help create individuals who are financially independent…at last.
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  1. Keith Everett
    Keith Everett
    February 14, 2016 at 8:26 am

    I Love this post Theresa, it is so much better talking benefits than features. So many people make this mistake when describing their products…

    • Theresa Lovelace
      Theresa Lovelace
      February 14, 2016 at 9:12 am

      Thank you Keith and you’re right. Here’s a great place where stories can come in handy….when you tell the potential customer how the product helped you. 🙂

  2. Chris Shouse
    Chris Shouse
    February 14, 2016 at 10:54 am

    This reminder of what is in it for your customer is timely and much appreciated. We often forget to let them know just what the benefits are for them in our enthusiasm over the product that we are passionate about. We already know what the benefits were for us and fail to tell them. We

    • Theresa Lovelace
      Theresa Lovelace
      February 14, 2016 at 3:45 pm

      So true Chris…We have to learn what the customer wants and why he wants it.

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