{"id":39549,"date":"2022-09-08T05:00:00","date_gmt":"2022-09-08T11:00:00","guid":{"rendered":"https:\/\/memberpress.com\/?p=39549"},"modified":"2023-02-07T20:02:59","modified_gmt":"2023-02-08T01:02:59","slug":"how-to-sell-benefits-instead-of-features-boost-your-sales-success","status":"publish","type":"post","link":"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/","title":{"rendered":"Como vender benef\u00edcios em vez de recursos e aumentar suas convers\u00f5es"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Benef\u00edcios versus recursos - essa \u00e9 uma frase bastante comum no mundo dos neg\u00f3cios, principalmente quando se trata de vendas. Mas o que isso realmente significa? E como voc\u00ea deve distinguir entre recursos e benef\u00edcios?<\/p><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_86 ez-toc-wrap-center counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<label for=\"ez-toc-cssicon-toggle-item-6a88faddd4124\" class=\"ez-toc-cssicon-toggle-label\"><p class=\"ez-toc-title\" style=\"cursor:inherit\">O QUE H\u00c1 DENTRO<\/p>\n<span class=\"ez-toc-cssicon\"><span class=\"eztoc-hide\" style=\"display:none;\">Alternar<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #000000;color:#000000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #000000;color:#000000\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-6a88faddd4124\"  \/><nav><ul class='ez-toc-list ez-toc-list-level-1' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Benefits_and_Features_Defined\" >Benef\u00edcios e recursos, definidos<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#What_is_a_feature\" >O que \u00e9 um recurso?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#What_is_a_benefit\" >O que \u00e9 um benef\u00edcio?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#So_What_Does_it_Mean_to_Sell_Benefits_Not_Features\" >Ent\u00e3o, o que significa vender benef\u00edcios e n\u00e3o recursos?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#How_to_Sell_Benefits_Instead_of_Features\" >Como vender benef\u00edcios em vez de recursos<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Understand_Your_Customers\" >Entenda seus clientes<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Do_Your_Research\" >Fa\u00e7a sua pesquisa<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Focus_on_Pain_Points\" >Foco nos pontos problem\u00e1ticos<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Dont_Overdo_It\" >N\u00e3o exagere!<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Case_Study_TheGuitarLessoncom\" >Estudo de caso TheGuitarLesson.com<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Use_a_cheat_sheet\" >Use uma folha de dicas<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Use_Artificial_Intelligence\" >Use a intelig\u00eancia artificial<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/memberpress.com\/pt\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Conclusion\" >Conclus\u00e3o<\/a><\/li><\/ul><\/nav><\/div>\n\n\n\n\n<p class=\"wp-block-paragraph\">Por exemplo, <strong>escalabilidade<\/strong>. Se um produto tende a se manter relevante e \u00fatil \u00e0 medida que sua empresa cresce, isso \u00e9 um benef\u00edcio ou um recurso?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A distin\u00e7\u00e3o muitas vezes n\u00e3o \u00e9 clara, mas entender as diferen\u00e7as entre benef\u00edcios e recursos \u00e9 muito importante para as vendas. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Se voc\u00ea puder descrever cada um desses aspectos para seus clientes em potencial, ser\u00e1 muito mais f\u00e1cil provar o valor da sua empresa para eles.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Nesta postagem do blog, abordaremos como vender benef\u00edcios e n\u00e3o recursos. Tamb\u00e9m definiremos cada uma dessas coisas e falaremos sobre a melhor maneira de descrever os benef\u00edcios e os recursos de seu produto para os clientes em potencial. Ent\u00e3o, vamos come\u00e7ar.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Benefits_and_Features_Defined\"><\/span>Benef\u00edcios e recursos, definidos<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u00c9 dif\u00edcil se aprofundar nos detalhes sem ter uma defini\u00e7\u00e3o pr\u00e1tica antes. Portanto, para come\u00e7ar, vamos definir o que s\u00e3o benef\u00edcios e recursos.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"What_is_a_feature\"><\/span>O que \u00e9 um recurso?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Vamos contrariar a ordem alfab\u00e9tica e come\u00e7ar com os recursos. Em termos comerciais, um recurso \u00e9 exatamente o que parece. <strong>Recursos<\/strong> s\u00e3o fun\u00e7\u00f5es essenciais de um produto ou servi\u00e7o que ajudam a definir o que ele \u00e9, o que faz e sua finalidade.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Por exemplo, vamos considerar o MemberPress. A <em>recurso<\/em> do MemberPress \u00e9 que ele fornece aos indiv\u00edduos empreendedores e \u00e0s pequenas empresas as ferramentas necess\u00e1rias para monetizar seus sites WordPress.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"What_is_a_benefit\"><\/span>O que \u00e9 um benef\u00edcio?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">A <strong>benef\u00edcio <\/strong>is how a product\u2019s or service\u2019s features actually improve a person\u2019s life in some way.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Por exemplo, o MemberPress \u00e9 uma plataforma excelente que permite o paywalling de conte\u00fado personalizado e tem uma enorme facilidade de uso (esses s\u00e3o os recursos). Devido a esses recursos, o MemberPress continua sendo \u00fatil mesmo quando seu <a href=\"https:\/\/memberpress.com\/pt\/blog\/4-ways-to-grow-your-business-with-a-free-membership-site\/\" target=\"_blank\" rel=\"noopener\">balan\u00e7as comerciais<\/a> \u2013  that\u2019s a benefit.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"So_What_Does_it_Mean_to_Sell_Benefits_Not_Features\"><\/span>Ent\u00e3o, o que significa vender benef\u00edcios e n\u00e3o recursos?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits.jpg\"><img decoding=\"async\" width=\"800\" height=\"526\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits.jpg\" alt=\"Recursos versus benef\u00edcios\" class=\"wp-image-52951\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits.jpg 800w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-300x197.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-768x505.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-259x170.jpg 259w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-700x460.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-156x103.jpg 156w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Pense em um produto ou servi\u00e7o que voc\u00ea usa. Ou, melhor ainda, pense em seu pr\u00f3prio neg\u00f3cio on-line.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Provavelmente, voc\u00ea pode descrever seus recursos com bastante facilidade. O que sua empresa faz e como ela faz?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Os benef\u00edcios s\u00e3o um pouco mais dif\u00edceis de descrever. Antes de poder descrever os benef\u00edcios para seus clientes, h\u00e1 duas coisas que voc\u00ea precisa entender primeiro:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>O produto em si<\/li>\n\n\n\n<li>As metas e os desafios do comprador<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Obviamente, entender seu neg\u00f3cio \u00e9 fundamental para poder explic\u00e1-lo. Al\u00e9m disso, voc\u00ea precisa entender o que o cliente est\u00e1 procurando e quais s\u00e3o os desafios que ele enfrenta. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This is in part because each buyer is different \u2013 what one person might find beneficial is not necessarily the same for a different potential buyer. Some things you\u2019d consider benefits might be totally irrelevant to someone else.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Aqui est\u00e1 a principal distin\u00e7\u00e3o entre benef\u00edcios e recursos: Os recursos s\u00e3o relevantes para todos os compradores em potencial. Os benef\u00edcios, entretanto, podem variar de pessoa para pessoa.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Por exemplo, o MemberPress pode ser usado para v\u00e1rias finalidades. Nossos criadores fazem coisas como:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Conte\u00fado de alta qualidade com acesso pago<\/li>\n\n\n\n<li><a href=\"https:\/\/memberpress.com\/pt\/features\/easily-build-sell-courses\/\" target=\"_blank\" rel=\"noopener\">Criar cursos ou question\u00e1rios<\/a><\/li>\n\n\n\n<li>Implementar <a href=\"https:\/\/memberpress.com\/pt\/blog\/the-skinny-on-drip-content\/\" target=\"_blank\" rel=\"noopener\">gotejamento de conte\u00fado<\/a><\/li>\n\n\n\n<li>Criar n\u00edveis variados de associa\u00e7\u00e3o<\/li>\n\n\n\n<li>Criar sites de associa\u00e7\u00e3o no estilo \"buf\u00ea\"<\/li>\n\n\n\n<li>Oferecer cupons personaliz\u00e1veis aos seus usu\u00e1rios<\/li>\n\n\n\n<li>E assim por diante<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">E todos esses casos de uso t\u00eam benef\u00edcios diferentes. Por exemplo...<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>O paywalling d\u00e1 aos criadores a tranquilidade de saber que seu conte\u00fado est\u00e1 protegido de olhos que n\u00e3o pagam.<\/li>\n\n\n\n<li>Ter um LMS integrado facilita enormemente a cria\u00e7\u00e3o de cursos.<\/li>\n\n\n\n<li>N\u00edveis variados de associa\u00e7\u00e3o permitem que um criador atraia novos membros oferecendo algum conte\u00fado gratuitamente.<\/li>\n\n\n\n<li>O gotejamento de conte\u00fado faz com que os clientes voltem para obter mais e mant\u00e9m o conte\u00fado atualizado.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Como voc\u00ea pode ver, para vender recursos, voc\u00ea precisa entender o produto ou servi\u00e7o. Para vender benef\u00edcios, voc\u00ea precisa entender o cliente que o est\u00e1 comprando.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"How_to_Sell_Benefits_Instead_of_Features\"><\/span>Como vender benef\u00edcios em vez de recursos<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170.jpg\"><img decoding=\"async\" width=\"724\" height=\"483\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170.jpg\" alt=\"Descubra os benef\u00edcios\" class=\"wp-image-40841\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170.jpg 724w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-300x200.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-255x170.jpg 255w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-700x467.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-156x104.jpg 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-600x400.jpg 600w\" sizes=\"(max-width: 724px) 100vw, 724px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Portanto, o resultado final \u00e9 que os benef\u00edcios dependem mais do cliente do que do produto ou servi\u00e7o em si. O que importa \u00e9 como a vida do cliente vai melhorar com a compra, e n\u00e3o o que o produto faz.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Existe uma sobreposi\u00e7\u00e3o entre essas coisas? Com certeza! Mas o truque est\u00e1 no giro das informa\u00e7\u00f5es. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Se voc\u00ea concentrar seus pontos de discuss\u00e3o nos benef\u00edcios relevantes para uma pessoa espec\u00edfica, ver\u00e1 que \u00e9 muito mais prov\u00e1vel que ela se interesse.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A seguir, algumas dicas que voc\u00ea pode seguir ao tentar vender um produto com base em seus benef\u00edcios.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Understand_Your_Customers\"><\/span>Entenda seus clientes<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">N\u00e3o posso exagerar a import\u00e2ncia desse ponto. Para fazer um discurso de vendas eficaz, voc\u00ea precisa entender os assuntos pelos quais seu cliente se interessa. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Se voc\u00ea n\u00e3o entender o seu cliente (e muitas pessoas n\u00e3o se sentem compreendidas pelas empresas das quais compram), voc\u00ea ter\u00e1 problemas.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Do_Your_Research\"><\/span>Fa\u00e7a sua pesquisa<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Re\u00fana dados para descobrir o que motiva seus clientes. Essa \u201crecolha\u201d pode assumir v\u00e1rias formas \u2013 desde inqu\u00e9ritos a entrevistas e <a href=\"https:\/\/blog.hootsuite.com\/social-listening-business\/\" target=\"_blank\" rel=\"noopener nofollow\">escuta social<\/a>. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">O objetivo \u00e9 come\u00e7ar com a meta de descobrir o que seus clientes querem. Conhe\u00e7a suas esperan\u00e7as, sonhos, pensamentos e esquemas.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Depois de entender seus clientes e o que eles est\u00e3o procurando, voc\u00ea estar\u00e1 em boas condi\u00e7\u00f5es para apresentar seu produto ou servi\u00e7o a eles. Personalize-o. Caso contr\u00e1rio, poder\u00e1 parecer gen\u00e9rico, desinteressante ou irrelevante para as circunst\u00e2ncias deles.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Focus_on_Pain_Points\"><\/span>Foco nos pontos problem\u00e1ticos<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Em termos gerais, os pontos problem\u00e1ticos s\u00e3o problemas espec\u00edficos enfrentados por seus clientes. E esses s\u00e3o os problemas que sua empresa e\/ou produto deve ajudar a resolver.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1.jpg\"><img decoding=\"async\" width=\"1024\" height=\"512\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1.jpg\" alt=\"O polegar est\u00e1 prestes a tocar a ponta de uma tachinha para ilustrar os pontos problem\u00e1ticos do cliente\" class=\"wp-image-40842\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1.jpg 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-300x150.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-768x384.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-340x170.jpg 340w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-840x420.jpg 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-700x350.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-156x78.jpg 156w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Ao descrever os benef\u00edcios do seu neg\u00f3cio, voc\u00ea ver\u00e1 que \u00e9 muito mais f\u00e1cil se considerar os pontos fracos dos seus clientes. Dessa forma, voc\u00ea pode explicar os benef\u00edcios que <em>aborda e elimina<\/em> esses pontos problem\u00e1ticos.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Dont_Overdo_It\"><\/span>N\u00e3o exagere!<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Digamos que voc\u00ea queira criar um an\u00fancio no Facebook para promover seu curso on-line. Voc\u00ea tem cerca de 1.200 x 1.200 pixels de espa\u00e7o para fisgar e atrair seu cliente. Esse n\u00e3o \u00e9 um espa\u00e7o muito grande para trabalhar, portanto, voc\u00ea precisa ser intencional.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mas a boa not\u00edcia \u00e9 que, quando se trata de vender benef\u00edcios, o importante \u00e9 a qualidade em vez da quantidade. Seu curso provavelmente oferece centenas de benef\u00edcios, mas voc\u00ea n\u00e3o precisa colocar todos eles em um \u00fanico an\u00fancio.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Considere quais benef\u00edcios s\u00e3o mais relevantes para o cliente que voc\u00ea deseja atingir. Em seguida, fa\u00e7a um detalhamento para abordar essas uma ou duas \u00e1reas.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Quando voc\u00ea oferece muitos benef\u00edcios em uma \u00fanica apresenta\u00e7\u00e3o, pode parecer inaut\u00eantico e at\u00e9 mesmo confuso.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Se voc\u00ea passar dez minutos falando sobre dois benef\u00edcios, poder\u00e1 entrar em detalhes. Mas se voc\u00ea gastar o mesmo tempo explicando as duas maneiras pelas quais sua empresa pode resolver dois grandes problemas...<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Bem, como eu disse, qualidade em vez de quantidade. Seja detalhado, focado e espec\u00edfico. Seus clientes provavelmente lhe agradecer\u00e3o fazendo uma compra.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Case_Study_TheGuitarLessoncom\"><\/span>Estudo de caso: TheGuitarLesson.com<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<span class=\"mIs3CYLP8He04zxDJq6cSrhXAT25lVGWUdONjw1kQtuoEn\"><div class=\"responsive-video\"><iframe title=\"Hist\u00f3rias de clientes: O professor de m\u00fasica se torna virtual + consegue viver em tempo integral com o WordPress (MemberPress)\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/W_Hc2YUdQMQ?feature=oembed&enablejsapi=1\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div><\/span>\n<\/div><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Imagine you\u2019re Tom Fontana, the owner, proprietor, and guitarist-extraordinaire of <a href=\"https:\/\/www.theguitarlesson.com\/\" target=\"_blank\" rel=\"noopener nofollow\">TheGuitarLesson.com<\/a>uma empresa on-line baseada no MemberPress.<\/p>\n\n\n\n<div class=\"block-mp-button-wrap\">\n\t<a id=\"button-block_04c31de717a9fb302c6daf87544524f8\" href=\"https:\/\/memberpress.com\/pt\/blog\/the-guitar-lesson-customer-story\/\"  target=\"_blank\" class=\"button button-orange center\">Saiba mais sobre Tom Fontana e TheGuitarLesson.com <\/a>\n<\/div>\n\n\n\n\n<p class=\"wp-block-paragraph\">Tom\u2019s site features over 300 video lessons, available at a variety of membership levels from free to paid. It makes great use of the MemberPress paywall to protect tons of high-quality video and instructional content.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ent\u00e3o, se voc\u00ea fosse o Tom, o que significaria vender os benef\u00edcios do TheGuitarLesson.com em vez de seus recursos? Que tipos de benef\u00edcios a empresa dele oferece que valem a pena ser comercializados?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Well, the site\u2019s main <strong>recurso<\/strong> \u00e9 clara. \u00c9 uma plataforma que oferece <strong>aulas de viol\u00e3o em v\u00eddeo on-line<\/strong> para todos que se inscreverem.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Para alguns clientes, um <strong>benef\u00edcio <\/strong>de aulas de viol\u00e3o on-line pode ser <strong>acessibilidade<\/strong>. Por exemplo, esse benef\u00edcio pode atrair pessoas que moram em \u00e1reas remotas ou pessoas com defici\u00eancias.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Accessibility would also be a benefit to a customer who doesn\u2019t have the time to go out and do in-person lessons. The flexibility to access guitar lessons whenever and from wherever could be a huge benefit to customers who have trouble clearing their schedules.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Outro <strong>benef\u00edcio <\/strong>de aulas de m\u00fasica on-line pode ser <strong>privacidade<\/strong>. Para os introvertidos que n\u00e3o gostam muito de compartilhar suas tentativas desafinadas de acordes com uma sala de aula cheia de pessoas, a privacidade das aulas on-line seria um benef\u00edcio significativo.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Use_a_cheat_sheet\"><\/span>Use uma folha de dicas<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Drilling down to benefits from features can be a little confusing until you get the hang of it. But if you need to clear up any kind of marketing confusion, there\u2019s a tried-and-true solution \u2013 the good old fashioned <strong>folha de dicas<\/strong>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart.png\"><img decoding=\"async\" width=\"1024\" height=\"293\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1024x293.png\" alt=\"\" class=\"wp-image-40807\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1024x293.png 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-300x86.png 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-768x220.png 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1536x440.png 1536w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-593x170.png 593w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-840x241.png 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1216x349.png 1216w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-700x201.png 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-156x45.png 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1080x310.png 1080w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart.png 1605w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Eu digitei o meu para ficar mais bonito, mas uma folha de cola escrita \u00e0 m\u00e3o funciona t\u00e3o bem quanto. Basta criar uma coluna \u201crecursos\u201d ao lado de uma coluna \u201cbenef\u00edcios desse recurso\u201d e colocar seu chap\u00e9u de pensar.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You\u2019ll be surprised how quickly you can come up with a list of benefits when your site\u2019s features are presented to you in this format.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Use_Artificial_Intelligence\"><\/span>Use a intelig\u00eancia artificial<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">If you really want to take the easy route (and who wouldn\u2019t!), you can leave the hard work to the machines.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/memberpress.com\/go\/conversion\/\" target=\"_blank\" rel=\"noopener nofollow sponsored\">Jasper (tamb\u00e9m conhecido como Conversion.ai)<\/a> \u00e9 uma incr\u00edvel <strong>Software de reda\u00e7\u00e3o com IA<\/strong> que cria conte\u00fado para voc\u00ea. Ele tem todos os tipos de modelos de n\u00edvel superior que geram 100% de conte\u00fado original. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Um desses modelos \u00e9 literalmente chamado de <em>Recurso para benef\u00edcio<\/em>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene.jpg\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1024x576.jpg\" alt=\"Captura de tela de v\u00e1rios modelos Jasper.ai\" class=\"wp-image-41369\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1024x576.jpg 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-300x169.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-768x432.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-302x170.jpg 302w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-840x472.jpg 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1216x684.jpg 1216w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-700x394.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-156x88.jpg 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1080x607.jpg 1080w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene.jpg 1480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">To use Jasper\u2019s Feature to Benefit tool, you just type in a quick description of your product and choose a tone of voice. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Clique em \u201cGerar conte\u00fado de IA\u201d e o Jasper lhe dar\u00e1 uma lista de benef\u00edcios relacionados ao seu produto. Parece bom demais para ser verdade, certo? <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Na captura de tela abaixo, inseri uma breve descri\u00e7\u00e3o desta mesma postagem do blog e, bem, veja voc\u00ea mesmo:<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot.jpg\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1024x576.jpg\" alt=\"\" class=\"wp-image-41370\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1024x576.jpg 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-300x169.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-768x432.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-302x170.jpg 302w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-840x472.jpg 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1216x684.jpg 1216w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-700x394.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-156x88.jpg 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1080x607.jpg 1080w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot.jpg 1480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">When it comes to long-form content, the jury\u2019s still out on Jasper. Its output does require some editing. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But for short form, it\u2019s an incredible (and surprisingly affordable) resource \u2013 especially the Benefit to Feature tool. You can click the button below for pricing info. <\/p>\n\n\n\n<div class=\"block-mp-button-wrap\">\n\t<a id=\"button-block_6a55ea3c2d3f280fc40e0e7a508c8f0a\" href=\"https:\/\/memberpress.com\/go\/conversion\/\" rel=\"nofollow sponsored\" target=\"_blank\" class=\"button button-blue center\">Experimente o Jasper.ai<\/a>\n<\/div>\n\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span>Conclus\u00e3o<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Iniciar um neg\u00f3cio on-line pode ser um desafio realmente empolgante. Mas pode ser dif\u00edcil se diferenciar da concorr\u00eancia.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But you\u2019ve got this! Just focus your marketing messages on <strong>how your business can improve people\u2019s lives<\/strong>e N\u00c3O o que sua empresa faz. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Fa\u00e7a isso e voc\u00ea se ver\u00e1 \u00e0 frente do grupo em pouco tempo.<\/p>\n\n\n\n<div class=\"full-width-cta blue image-left\">\n\t<div class=\"full-width-cta-container\">\n\t\t<div class=\"full-width-cta__image\">\n\t\t\t<img\n\t\t\t\tsrc=\"https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/Girl1.webp\"\n\t\t\t\talt=\"caractere cta\"\n\t\t\t\tloading=\"lazy\"\n\t\t\t\twidth=\"379\" height=\"432\" srcset=\"https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/transparent.gif 1w, https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/Girl1-mobile.webp 449w, https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/Girl1.webp 379w\" sizes=\"auto, (max-width: 767px) 1px, (max-width: 1023px) 449px, 379px\"\t\t\t>\n\t\t<\/div>\n\t\t<div class=\"full-width-cta__text\">\n\t\t\t<h3>Obtenha o MemberPress hoje mesmo!<\/h3>\n\t\t\t<div><p>Comece a ser pago pelo conte\u00fado que voc\u00ea cria.<\/p>\n<\/div>\n\t\t\t<div class=\"pricing-cta\">\n\t\t\t\t<a href=\"https:\/\/memberpress.com\/pt\/plans\/pricing\/\" class=\"cta-button\">\n\t\t\t\t\tObtenha o MemberPress agora\n\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/long-arrow-right-white.svg\" class=\"arrow-red\" alt=\"seta\" width=\"20\" height=\"14\">\n\t\t\t\t<\/a>\n\t\t\t\t<a href=\"https:\/\/memberpress.com\/pt\/features\">Ver todos os recursos<\/a>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Se voc\u00ea gostou deste artigo, n\u00e3o deixe de <\/strong><a href=\"https:\/\/memberpress.com\/pt\/subscribe-to-the-memberpress-blog\/\" target=\"_blank\" rel=\"noopener\"><strong>assine o blog do MemberPress<\/strong><\/a><strong>!<\/strong><\/p>","protected":false},"excerpt":{"rendered":"<p>Benefits versus features \u2013 it\u2019s a common enough phrase in the business world, particularly when it comes to sales. But what does this really mean? And how are you supposed to distinguish between features and benefits? For example, scalability. If a product tends to stay relevant and useful as your business grows, is that a [\u2026]<\/p>\n","protected":false},"author":60970,"featured_media":40844,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_strive_editorial_status":"complete","_strive_copy_of":0,"inline_featured_image":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_FSMCFIC_featured_image_caption":"","_FSMCFIC_featured_image_nocaption":"","_FSMCFIC_featured_image_hide":"","_strive_checklists":"[\"62cf4e42c2f82\",\"wt2cyqvgnfk0\",\"bmbtjxcx9bs0\",\"3nwjz39y0xk0\",\"lyfu6qus0ts\",\"62cf51436474d\",\"85o2tiaxclw0\",\"goln292usf40\",\"2sdi4hj3ngo0\",\"z311yx8bthc0\",\"fi0py4p30y80\",\"6faj3orznps0\",\"9pi65jqoq0c0\",\"ag433l69le00\",\"lhcizi8va1s0\",\"hg5i4rf6z3c0\",\"932oeotkzyg0\",\"bw5zcz90w340\",\"ofen32da5w00\",\"imgft6dvzpc0\",\"zyt63isnj1c0\",\"68t63oqaxf40\",\"62cf4e42c3089\",\"ls5v512cwf4\",\"w09fdtiheww0\",\"j8ttqaki8yg0\",\"amsydqjslcs0\",\"8irevronbqo0\",\"xiprixgfenk0\",\"o9213wmqhps0\",\"7bbagpozn7g0\",\"9d7ydn8032o0\",\"5d7a2mbevas0\",\"q2ibdmuujn40\",\"scb5a77eyuo0\",\"ej3lg592vhs0\",\"h15p8mgbrbc0\",\"scvgepwerhs0\",\"onhxghsdbgg0\",\"doerp2s98xc0\",\"gpn58teazkg0\",\"539t08p2e9w0\"]","_strive_active_checklist":"62291e2bb2422","_strive_post_notes":"Reference article: https:\/\/blog.hubspot.com\/sales\/how-to-sell-benefits-not-features","footnotes":""},"categories":[69,144,134],"tags":[187,322,204,545],"class_list":["post-39549","post","type-post","status-publish","format-standard","has-post-thumbnail","category-advice","category-business","category-how-to-2","tag-marketing-strategies","tag-online-business","tag-sales","tag-successful-sales-strategy","entry"],"acf":{"plans":["scale"],"is_featured":false,"download_source":"none","mothership_slug":"","download_url":""},"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 5.0.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Not every feature of your product is relevant to all customers. 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