One cool thing about being a content marketer is that you tend to become an expert in your topic. You probably know an awful lot about your business, your project, or your subject matter.
In fact, you might actually know too much about it.
It’s called the curse of knowledge. Because we research our topics deeply and spend so much time writing about them, we tend to understand the technical specs inside and out. We have a great grasp of the under-the-hood details that make the thing work. And we think customers want to know all about those details.
But most of your potential buyers? They don’t care.
What have you done for me lately?
To be effective, marketing needs to show exactly what the offering does for the person buying it.
The features of your offer are what make it work. The benefits are the results it creates for the customer.
What transformation does your product or service empower? What does it allow the customer to become that she isn’t today?
Jimmy Choo high heels aren’t coveted because they’re comfortable or well-made. (Even though devotees believe they are.) Women buy them to feel confident and gorgeous.
Hybrid cars aren’t popular because they’re fuel-efficient, money-saving, or environmentally friendly. The real benefits are feeling virtuous and smart, with the warm, fuzzy glow that comes from believing you’re saving the world.
Your content and copy will never be truly relevant to your audience until you translate your features into customer-focused benefits.
The five-minute feature check
Quick, take a