Comments for Saleskick

Comment on Why your prospect’s view of the world is more important than yours by The problem and opportunity for many company websites | Webkick

The problem and opportunity for many company websites | Webkick — Wed, 22 Feb 2012 14:42:37 +0000

[...] key to website success is to build it from the worldview of your target visitor as opposed to your own. The more your web presence serves those who consume [...]

Comment on Why your prospect’s view of the world is more important than yours by Welcome to Webkick! The website design company that doesn’t do design | Webkick

Mon, 20 Feb 2012 22:02:17 +0000

[...] We focus most of our effort on web layout, giving attention to how a website is used to communicate and connect with prospective and existing customers. The idea being to tune your website to the visitors you’re serving and want to attract more of — presenting content and information that matches their worldview. [...]

Comment on Core Story: How advantages fit into the benefit discussion by Jim Logan

Jim Logan — Mon, 20 Feb 2012 15:57:32 +0000

Thanks Luis! And thanks for the tip…many of us will benefit from it.

Thanks Again!

Comment on Core Story: How advantages fit into the benefit discussion by Luis Arauz

Luis Arauz — Mon, 20 Feb 2012 15:54:07 +0000

Hey Jim,

The way I always remind people is “Features(or advantages) Tell, Benefits Sell!”

I find the easiest way to gauge whether or not you are talking more about benefits than features is to make sure you use a 3:1 ratio of YOU/YOUR type words vs I/WE type words when writing letters, scripts etc.

This way its much easier to remember to think re-wording features into benefits that will hopefully resonate with the prospects.

Great article.

Luis Arauz

Comment on B2B lead generation isn’t about selling products or services by Jim Logan

Jim Logan — Mon, 20 Feb 2012 14:46:30 +0000

Hi Elaine!

You’re welcome! And thanks for such kind words. It’s something I wish I had better understood earlier too :)

Good Luck!

Comment on B2B lead generation isn’t about selling products or services by Elaine

Elaine — Sun, 19 Feb 2012 19:07:40 +0000

Thank you so much for this, after years of struggle on line the penny has finally dropped with what you have written. I could never understand why I was successful off line and then such a dismal failure online to get leads. Now I understand where I’ve been going wrong.

Thank you so much
Elaine B

Comment on Is it difficult talking about your company? It’s easier if you have a core story by Core Story: How advantages fit into the benefit discussion | Saleskick

Core Story: How advantages fit into the benefit discussion | Saleskick — Wed, 15 Feb 2012 18:35:34 +0000

[...] Core Story [...]

Comment on Why your prospect’s view of the world is more important than yours by Core Story: How advatages fit into the benefit discussion | Saleskick

Core Story: How advatages fit into the benefit discussion | Saleskick — Wed, 15 Feb 2012 17:53:00 +0000

[...] your worldview, think about the things you do (features) and what you can do with them (advantages). List every [...]

Comment on Core Story: An example of a company with the wrong message by Jim Logan

Jim Logan — Wed, 08 Feb 2012 05:39:26 +0000

Thanks Kathy! I appreciate the feedback. That simple distinction works for every market.

I imagine you see feature-speak all too often in your business of sales training.

Comment on Core Story: An example of a company with the wrong message by Kathy

Kathy — Wed, 08 Feb 2012 01:43:17 +0000

I love the distinction. Great food for thought. Too often people just spout of features