Archives / 2014 / May

Clients Buy Benefits, Not Features

Clients Buy Benefits, Not Features

(This blog can also be found at the FPA Practice Management site:http://practicemanagementblog.onefpa.org/2014/05/06/clients-buy-benefits-not-features/) Too often, the process of selling professional services emphasizes features and not benefits. In other words, practitioners push features such as, “We offer retirement planning services,” or “We have a disciplined investment process.” When selling ...[Read More]