What determines whether something should be a feature or a benefit is whether it is a requirement or whether it is a result that makes your offering better than your competitors’ offerings. Customers make their decisions based on what an offering will do for them. When they shop for features, it is because they know those features will meet their needs. If something fulfills a customer need, you should explain how or why in the benefits column. To make the right decision you have to understand the customer’s needs. It helps when you are responding to an RFP with written evaluation criteria.
Posted on: Mon, 09 Sep 2013 11:35:01 +0000
Trending Topics
Recently Viewed Topics
© 2015