Silicon Valley Business Catalyst Blog

Showing Tag: "positioning" (Show all posts)

Pain Sells—Not Features and Benefits

Posted by Grace Hu-Morley on Thursday, April 23, 2009, In : Marketing (general) 

Update your marketing and selling approaches by starting with pain.  Focus on what pain you solve for your customers / prospects.  People buy solutions to their pain, not features and benefits.  Pain is the only thing they identify with.  Lead with the pain and use products, features, and benefits as proof points to the solution.

Start with positioning the pain.  Traditional marketing teaches positioning as describing your product / service in terms of benefits, target customer segment, and ...
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