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  • Why are FABs so important for selling?

    FABsFeatures and Benefits (FABs) help your customers choose your products, services or business over your competitors' because they identify what is important to the customer. In this blog I'm going to show you how to create FABs.

    First let me give you an example of a FAB in action.  Here's an example that I tell at our free Internet Marketing Workshops:

    If I take my Mum down to Dick Smith to buy a new computer and one sign says "Computer with 2 Gigahertz processor and 2 Terabyte hard drive" and the other sign says "Computer with 2 Gigahertz processor so you can run all the latest software and 2 Terabyte hard drive so you can store all your family photos and movies" she would buy the second computer because the sign has identified the benefits to her.

    Now I want you to try it.  Write down 5 features of your product, service or business like I've done below. If you were writing the FABs for your business then you might put them on your Home page or your About Us page. If you were writing them for a Product then you'd put them on the Product page. To see FABs in action, try and find them on this page.  Here's an example of 5 of Spinning Planet's Features:

    Feature 1:
    We provide a 100% money back guarantee

    Feature 2:
    We're an expert "one stop shop" for Web Design, Internet Marketing and Online Business Strategy.

    Feature 3:
    We schedule regular free client meetings

    Feature 4:
    Our websites use the latest Internet technology

    Feature 5:
    We provide Nationwide and International toll free support

    Now go through each of those features and add the benefit to the client.  Here's our example:

    Feature and Benefit 1:
    We provide a 100% money back guarantee so you can trust that you won't make a bad investment.

    Feature and Benefit 2:
    We're an expert "one stop shop" for Web Design, Internet Marketing and Online Business Strategy so you only have to deal with one company that knows how to help you succeed online.

    Feature and Benefit 3:
    We schedule regular free client meetings to ensure your website is succeeding and help you understand how you business can be doing better online.

    Feature and Benefit 4:
    Our websites use the latest Internet technology to improve your online sales and security.

    Feature and Benefit 5:
    We provide Nationwide and International toll free support so you can get friendly help from us wherever you live in the World.

    If you need help identifying your FABs feel free to leave a comment below and I'll reply with what I think your FABs might be. I've done this process with hundreds of companies all over the World so have a pretty good understanding of most businesses FABs.

    FABs

    brynn :-)


    Brynn Neilson About
    Brynn

     

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