Sell The Sizzle, Not The Steak!

How many times have you found yourself listening to someone at a networking event going on and on and on about the technicalities of how they do what they do?

They’re making the mistake of talking about the features too early in the conversation, when all we want to hear about are the benefits – what’s in it for us.

It's helpful to think about features as the bare-bones of a service or product, whereas the benefits are the value or the solution the customer will get from buying it.

If you recognise yourself doing this, in essence what you're doing is talking about the steak, when all you should be talking about is the sizzle.
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