Helping subject matter experts turn their knowledge into CASH!!!

Resources to Help YOU Build a Thriving, Ethical Information Marketing Business!

Sales Fundamentals for Information Marketing

Learn to Speak NATURALLY!

Learn how to speak like a "natural". Using improv techniques you'll learn how to speak like a seasoned professional in just 4 days. Spaces are limited!

Become a WORLD CLASS Interviewer

In this program, Terry Dean interviews me about ways that YOU can become a top notch interviewer. If you want to learn interviewing this program is for you!

Consult With Fred Gleeck

Want to get some advice DIRECTLY from me? Find out how I can help you (one-on-one) with YOUR business. The rates are surprisingly affordable!

It’s always good to review sales fundamentals for information marketing. Times change, but basic sales techniques pretty much stay the same. Gary Korisko posted this sentence in the midst of a thorough blog post this week, “Remember that in selling, the feature answers the question, ‘What is it?’ The benefit answers the question, ‘What does the buyer get out of it?’ – and to make them work together, you use a benefit bridge.

I like that description – a benefit bridge. Korisko suggests that these phrases serve as a bridge between a description of features and the enthusiastic embrace of benefits:

info marketing fundamentals

Sales Fundamentals for Information Marketing

“The benefit bridge takes those important (but dry/dull) features – and makes them personally meaningful to your prospect by either alleviating pain or allowing the buyer to attain something they want.

Just add any of the phrases below after the feature to force yourself to use a benefit.

so that…
in order to…
which allows you to…
which makes it…”

I’m sure this has the wheels turning in your mind already, and you’re thinking about how you can write new content with benefit statements following up the description of features. It’s not a bad idea to make a chart for your use later, that way you don’t have to stop and think about the features and the benefits every time you create your information marketing content. You can draw on your chart for inspiration.

Filed under: Blog

Process Orders From Your Website in Just 15 Minutes!

Get a COMPLETE system to help you market your online business

Got something to say?