from Hacker News

Ask HN: Difference between selling benefits vs featuers

by gamebit07 on 3/2/14, 6:18 PM with 2 comments

I am basically a dev. but I do have a SaaS product, which is selling. But my sales skills are not good, and hence conversion rates are low.

One advice I get from people is sell benefits not features.

Could someone please explain via example, how to do the above.

  • by gane5h on 3/2/14, 7:02 PM

    Say I'm trying to sell water.

    Features: Liquid at room temperature. One oxygen atom, two hydrogen atoms. Has high specific heat capacity.

    Benefits: Helps with the balance of bodily fluids necessary for digestion, absorption, transportation of nutrients, creation of saliva, maintenance of body temperature.

  • by dandrews on 3/2/14, 6:59 PM

    O Bog, how I despise semantically null product briefs that promise to "synergistically increase your profit potential" or "apply market-leading holistic techniques to help build world-class infrastructures" or whatever.

    Please, please, just tell me: What does your product do?