Sell the Impact: A 3-Step Framework To Increase Your Sales [6 min]

0:0010 years ago, I made the decision to build my personal brand that was elevated, yet approachable, and reflected who I was, not just what I did. I created my website with ShowIt because it's true drag and drop freedom so you can easily build and update your site. Plus, their real human support team, game changer. Want to try it for yourself? Head to jasminestar.com forward slash show it for a 14-day free trial and first month free when you subscribe. I'm going to go on a limb here and say you want to close more sales. Hey there, I'm Rosie, HR and Customer Success Manager at Social Curator. And in this bite-sized episode of the Jasmine Starr Show, you're going to learn a psychological sales strategy that many of the pros use while closing, well, anything.

0:43So sit back and I hope you enjoy this episode. Selling the transformation. 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, I'm going 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?

1:20Because 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. 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's 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.

1:58Selling 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. Hmm, 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 gonna lock in that sale as easy as frequent and as lovingly as you want. Now here's I. I is for impact. The impact is the ultimate result that occurs in your customer or client's life as a result of experiencing the benefits.

2:40So 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 gets 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 zhuzh, here's the magic part, 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.

3:28That's the impact. Now we're like connecting the dots for a prospective customer. Now, when we put it all together in this program, so 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. That's the benefit. So that you can achieve your goals in less time. We just walked 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.

4:09Cool. 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? Ah, impact. The impact of this benefit could be that you could 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. B 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.

4:47Ah, 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. 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.

5:30Cool. 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 that 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, Dottie, who writes your specific captions in your specific voice. That's the feature. So that you can have customized quality captions written for you in under two minutes.

6:09That'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 take 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, and what life would look like if they said yes to your offer. 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.