Where’s the Benefit?

Inspired by Gene Volfe. People of a certain age will get the reference.

But even if you don’t know the difference between Clara Peller and Clara Barton, remember this: 

Prospects don’t care about features that excite you. They care about benefits that excite them. 

If you only list features, you might as well be talking to yourself…because you are.

Where’s the Benefit?

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