Want, Need Desire and Problem...

2 replies
When your reading a sales page, and you come across all the benefits. How do you go about finding out what that benefit uncovers as far as the prospects wants, needs desires and problems from what you read?
#desire #problem
  • Profile picture of the author dorothydot
    Hi wvcopywriter,

    I'm thinking that you just might be a wee tad confused regarding feature vs. benefit.

    Let's look at an old-fashioned pencil for a minute:

    Feature: it's yellow.
    Benefit: if you drop it out in the woods or grass, you can find it easily.
    Problem: you're a total clutz who drops things frequently
    Need: you have to find what you drop or else keep buying the same thing over and over.

    Feature: it has an eraser on the end.
    Benefit: if you make a mistake, you can delete then correct it with minimal fuss.
    Problem: your line of thought frequently gets tangled so you make a lot of errors when you write.
    Need: you can't let others think you're a total goof-ball who can't think in a straight-line logical way.

    Does this help?
    Dot
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    • Profile picture of the author wvcopywriter
      Originally Posted by dorothydot View Post

      Hi wvcopywriter,

      I'm thinking that you just might be a wee tad confused regarding feature vs. benefit.

      Let's look at an old-fashioned pencil for a minute:

      Feature: it's yellow.
      Benefit: if you drop it out in the woods or grass, you can find it easily.
      Problem: you're a total clutz who drops things frequently
      Need: you have to find what you drop or else keep buying the same thing over and over.

      Feature: it has an eraser on the end.
      Benefit: if you make a mistake, you can delete then correct it with minimal fuss.
      Problem: your line of thought frequently gets tangled so you make a lot of errors when you write.
      Need: you can't let others think you're a total goof-ball who can't think in a straight-line logical way.

      Does this help?
      Dot
      Thank you, yes it helps.

      The reason for this questions is, my sister is taking the autoresponder course and she is confussed about finding the want, need, desire or problem when she reads her clients sales letter.

      I know how to do this, but not good at explaing it to her.

      I do know when you read the sales letter and come across the benefits you have to try and figure out what problem, need, desire or want this benefit is covering.

      What easy way can I explain this to her to where she truly understands it?

      Thanks again
      Malisia
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