FEATURES AND BENEFITS

[Pages:5]FEATURES AND BENEFITS

PART I ? Determine ALL the Features and Benefits You Offer!

FEATURES 1. 2. 3. 4. 5.

BENEFITS 1. 2. 3. 1. 2. 3. 1. 2. 3. 1. 2. 3. 1. 2. 3.

Schelli Whitehouse ~ ~ ~ 919-608-7475

POSTIVE IMPACT VS. NEGATIVE COST

PART II. A ? What is the Positive Impact of Your Service? Now consider the positive impact your service or program can provide for the 4 quadrants below for your potential client. Fill in the quadrants based on the benefits from your list... Family / Friends / Relationships Health / Well-Being

Money / Finances

Future Potential

Schelli Whitehouse ~ ~ ~ 919-608-7475

PART II. B ? What is the Negative Cost to Your Potential Client if they don't receive Your Help?

Make a list of the negative cost your clients might experience as a result of not receiving the positive benefits from above and getting their needs met. (HINT: the cost is usually the opposite of the benefit.)

Fill in the quadrants based on the opposite experience from above...

Family / Friends / Relationships Health / Well-Being

Money / Finances

Future Potential

Schelli Whitehouse ~ ~ ~ 919-608-7475

VALUE STATEMENTS

PART III ? Your Value Statements Create five to ten versions of the sentence below using the information you brainstormed from above. The sentence is: "The (feature) I offer results in (benefits or results), which positively impacts my clients by (list 1 or 2 of the finances/money; or health/well-being results, etc...) and without this help, what's at stake for my client is (list one or two costs to your clients)." Write this sentence a minimum of five times (ten is even more powerful); each time, list different features and benefits, and a different set of answers from the Positive Impact Quadrants and the Negative Cost Quadrants. 1.

2.

3.

4.

5.

Schelli Whitehouse ~ ~ ~ 919-608-7475

To powerfully complete this exercise, read each of your five or ten statements out loud. You're going to fully connect with the value of your service feel confident and proud to charge what you are worth!

Bonus Tips

Clients WANT a price they can justify. It's up to YOU to help your clients get clarity on the VALUE of the results you deliver. If you doubt your price, then you are probably focused on features. If you switch your focus to the VALUE of the results your service delivers, you will automatically feel more confident about what you charge.

Schelli Whitehouse ~ ~ ~ 919-608-7475

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