You’ve heard it a million times: when you’re selling, talk to the prospect about benefits, not features. It’s a classic sales strategy, and one of the most fundamental rules that a salesperson can have. The world of mobile app sales is no different.
The key shift is to focus on what a product does to help your prospect out; how it makes his or her life better. Not something descriptive about the product. To highlight the difference:
• Benefit: “This freezer allows you to enjoy ice-cold popsicles year-round.”
• Feature. “This freezer is capable of 12,000 BTUs of cooling power.”
The first one answers the question, “What’s in it for me?” The second one does so only indirectly, and requires the prospect to make the connection on their own. Don’t leave it up to someone’s imagination. Make it explicit!
In this post, we’re going to give specific examples for how mobile app resellers can discuss a variety of desirable benefits that business owners can get by publishing a mobile app. Armed with a laundry list of benefits like this, you’ll never be at a loss for how to convert a great feature into the language of benefits. Let’s dive in:
• Apps make you money. With a mobile ordering feature, an app can actually be a direct source of sales. With Refer-A-Friend and other promotional tools, you can easily earn new business through your app.
• Apps save you money. Instead of having to pay for separate services that allow you to do email marketing, loyalty programs, push notifications, and more, you can get everything in one place and save a ton of money.
• Apps save you time. With a wealth of informational resources like location, event calendars, mobile reservations, and more, you can cut down the amount of time team members spend giving out info to customers over the phone.
• Apps can increase customer satisfaction. From promotions and loyalty programs that save customers money to GPS directions and tip calculators that save customers time, an app will make your fans happier than ever before.
• Apps can reduce risk or uncertainty. With event attendance confirmations, you can get a sense of how many people will attend your event and have a chance to plan accordingly.
• Apps can improve your image. Customers expect a business to have a mobile app these days, and you will enhance your image and competitiveness simply by publishing even a basic one.
Bizness Apps is a very full-featured platform, so this list is not comprehensive. The more you speak to customers regarding how they use their apps and what works best, the better you’ll be at understanding the benefits customers can expect.
If you have any suggestions, or can think of benefits we missed, let us know in the comment section and we can all learn together.
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