Jasmine Star (00:00:00) - I'm going to go on a limb here and say, you want to close more sales. Hey there, I'm Rosie Air and customer success manager at Social Curator. And in this bite sized episode of The Jasmine Star Show, you're going to learn a psychological sales strategy that many of the pros use while closing. Well, anything. So sit back and I hope you enjoy this episode. Selling the transformation. It's oftentimes it's small shifts in your messaging that can make a big difference in your overall results. So whether it's through your content or your conversations, whether it's you want to say that again, whether it's your content or your conversations, a mistake that you might be making when leading to your offer is just listing off the features like this is what it has. Instead of painting a picture of the transformation of what it provides. So this is what it has versus this is what it will do. So why is that important? Because when you showcase the impact that your offer has on your customers, your clients, you're going to highlight its unique value proposition and then you're going to differentiate yourself in the market.

Jasmine Star (00:01:05) - So let's get into that. I'm going to give you a quick, tangible way to increase your sales by mapping out the transformation of your offer. Now here is a little framework called FBI. See you can't forget it. This is the FBI method feature benefit and impact. So F is for feature. The features of your offer are the characteristics or qualities of your product or service. Now this is important for people to know but this alone doesn't sell. Selling your features good. It doesn't alone sell B is for benefit. This is the benefit of your offer. And it showcases positive outcomes or advantages that clients or customers get from the features. Cool benefits. Benefits are closer, but the benefits alone don't close the deals. In fact, even if you're talking about the features and the benefits closer, but you're still not going to lock in that sale as easy, as frequent, and as lovingly as you want. Now here's eye eyes for impact. The impact is the ultimate result that occurs in your customer or client's life as a result of experiencing the benefits.

Jasmine Star (00:02:16) - So the impact is what evokes emotion. And as we know, emotion is how we are making a buying decision. So it is the combination of FBI that really get somebody to say, yes, I need to buy that. So let's get into some industry specific examples. FBI for a service based business, let's say I'm a health coach. Let's say the feature of my program is a 60 minute, one on one coaching call feature. Now the benefit, the benefit of that feature could be custom coaching, digging into their unique challenges and their personal needs. Okay, but here's the judge. Here's a measure of the impact. The impact of that benefit could be focusing on your specific health and body needs so you can achieve your goals in less time. That's the impact. Now we're like connecting the dots for a prospective customer. Now when we put it all together in this program, we're going to combine the FBI. In this program, you'll receive a 60 minute, one on one coaching call feature so that we can spend a whole hour digging into your unique challenges and personal needs.

Jasmine Star (00:03:24) - That's the benefit so that you can achieve your goals in less time. We just walk that through. Service based business owner FBI method. Let's go now let's do the FBI method for a product based business. Let's say I sell jewelry. Now a feature of my jewelry could be that it's made with hypoallergenic materials. Cool. Now the benefit of this feature could be that it won't irritate your skin or corrode or tarnish or maybe even rust over time. Great feature benefits, but what does this actually do? Are impact. The impact of this benefit could be that you can wear it more comfortably day to day, and extend the lifespan of your jewelry line. Okay, so when we put that all together, we might say our jewelry is made with hypoallergenic materials feature so that it won't irritate your skin, corrode or tarnish or rust over time are be benefits so that you wear it more comfortably day to day and extend the lifespan of your products. Getting the most out of your money are impact. Okay for me? I am CEO of Social Curator and I sell a software as a service, and we are an all in one platform for creating, organizing and scheduling and auto posting your content.

Jasmine Star (00:04:35) - So let's break this down with the FBI method. A feature of Social Curator is that it has an AI social media manager, Dottie, who writes your captions in your specific voice for your specific business, in your specific industry. Okay, that's just a feature that alone is not going to be enough to move people into the subscription. But what if we list the benefits? Well, the benefit of that feature is. That we have on brand quality social marketing post written for you in less than two minutes. Cool. That's the benefit. Still not enough to move a lot of people off the edge and make the decision. But here's the impact. The impact of that benefit is saving energy, saving hours of time, getting a clear plan, showing up consistently. Why? Why does it matter? So you can spend more time doing tasks like nurturing leads, or closing sales, or spending time with your loved ones. So when we put this all together, Social Curator is your AI powered social media marketing manager who writes your specific captions in your specific voice.

Jasmine Star (00:05:37) - That's the feature so that you can have customized quality captions written for you in under two minutes. That's the benefit. This way, you could save your energy and hours of your time so you could spend more time nurturing leads and closing sales and or spending time with people you love. I think impact. Okay, so when you're pairing the feature benefit and impact all together, you inform them of what they're receiving. How it's going to help them at what life would look like if they said yes to your offer.

Rosy Shephard (00:06:09) - Welcome back. Isn't it cool how something so simple can make such a huge difference? We hope you enjoyed this episode, and we'll see you in just a few days for another one.