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Title: Entrepreneurs: Benefits vs. Features-Know the Difference!
Author: Judy Cullins
Copyright 2005.  All Rights Reserved.

Bio: Judy Cullins, 20-year Book and Internet Marketing Coach works with small 
business people who want to make a difference in people's lives, build their 
credibility and clients, and make a consistent life-long income. Author of 10 
eBooks including Write your eBook or Other Short Book Fast, Ten Non-Techie 
Ways to Market Your Book Online, The Fast and Cheap Way to Explode Targeted Web 
Traffic, and Power Writing for Web Sites That Sell, she offers free help 
through her 2 monthly ezines, "The BookCoach Says...," "Business Tip of the 
and blog Q & A at and over 170 free 
articles. Email her at [EMAIL PROTECTED]

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Category: Online Marketing / Under 500 Words

Description: Entrepreneurs know their business. They know their product, 
their service. Many of them write creative Web sites. But, one thing they are 
as adept at is promotional copy. The same goes for authors. It's not the book, 
it's the hook! Benefits sell. Features explain. 

Keywords: Judy Cullins, internet marketing coach, ebook promotion, internet 
promotion, book coaching, San Diego, eBook, online marketing, free articles, 
increase online sales, web site marketing, build web traffic, marketing 
services, write ezine, increase targeted web traffic, web site headlines, 
benefits and 
features for client, features, marketing tips, eBook marketing, submit ezine, 
Web promotion, ecommerce, epublishing, viral marketing, sales letter, ezine 
articles, promote eBook, write article, promote your ebook with ezine articles

Words: 472

Judy Cullins, M.A.

P.S. To receive a complete list of over 170 free articles with autoresponder 
addresses go to
Entrepreneurs: Benefits vs. Features-Know the Difference!
Judy Cullins ©2005 All Rights Reserved.

Entrepreneurs know their business. They know their product, their service. 
Many of them write creative Web sites. But, one thing they are not as adept at 
is promotional copy. The same goes for authors.

It's not the book, it's the hook! It's not the beautiful Web site, it's the 
one with benefit-driven headlines that lead your visitor straight to your sales 
message. What you say outside the book covers matters. What you say about 
your service on your site must be so much more powerful than your story, 
personality, or mission statement.

Benefits sell. Features explain. 

Always promote with benefits over features. Benefits show the value of your 
products. They solve your particular audience's problem! They tell your clients 
and customers what they will gain--and what they will lose from your product 
or service. Some common benefits include: more money, less trouble, more time, 
less stress, desirable relationships, less drama and trauma, and more zest 
and energy, less fatigue.

Apply this Essential "Hot-Selling Point" Before you Write:

1. Write down a list of 5-10 benefits of each product and service. Think 
about your number one benefit your book or service solves. For example, your 
clients and customers don't want to know only how to get their book written, 
want to know why should they write it? How much will their business thrive from 
putting that effort out? Will they get more credibility, more trust, and more 
lifelong income?

For her book, "Tug of Heart," one client wrote this partial list of benefits: 
experience deeper hues of joy, enjoy more passion, trust yourself, engage in 
work you love, more energy from being in a state of unblocked flow, life on 
terms that fit you, experience greater confidence in making choices that are 
right for you, more through challenging decisions with ease and confidence, and 
live your juiciest life yet! 

>From these, this client wrote the sales piece for her book's back cover and 
her Web site. 

2. Write down specific benefits. Include how your customer will feel after 
buying your product. For instance, after you buy my book or product, you'll 
and feel 10 years younger without a face-lift. Let them see a picture of what 
it's like to be the happy author, who sells enough books to take that 
Caribbean vacation each year.

3. Include some of your personality in your promotion copy. For example, "My 
book is less than the price of a good dinner, with wine of course! And the 
skills in it will serve you every day for as many times as you choose to 
duplicate your success results.

Always answer your customer's question, “Why should I buy your product or 
service?” with strong benefits to help them solve their problems. Benefits 

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