It's sad to say, but true, that most people have the same ambitions and needs as everyone else. If you want to find a large benefit for your product, take a look at some of the most common needs that people try to meet:

Convenience – People hate spending too much time or effort on anything these days. Whether that's due to laziness or an awareness of technology, it's unimportant. Convenience and ease of doing is one need that will remain topmost in people's minds, whether they are students or parents.

Profitability – People want to make money, and they want to make it fast. If your product can help them create a livelihood, an online income, or sets them up to profit off of other people's work and money, you will have a large audience of people clamoring for your product.

Beauty/Attraction – The beauty industry is huge, and people's sense of personal vanity knows no end. That's why plastic surgery is so popular. If one of the benefits of your product is that it heightens your customer's personal beauty or attractiveness to the opposite sex, it's a great lead-in for a benefit that hooks him/her on a subconscious level with great influence.

Status – If your demographic is already rich enough to hire people to make their lives convenient and beautiful, their deepest psychological need is going to be status. They want something to set themselves apart from their peers, whether it's the Mercedes they own or that product you're promoting that will prove to everyone that they're better than the average person.

Exclusivity – Along with status, people want something that no one else has, something exclusive. This hook is great for creating an urgency in the part of the buyer to buy something before it disappears.

As you can see, any need, whether material or psychological, can be used to frame a benefit to give that extra psychological trigger that makes a person respond to your ads. Finding out as much as you can about your demographics’ innate needs is a wonderful way to target effective benefits.

Benefits That Create A Sense Of Urgency

By now, you're probably getting the idea that a benefit is not just a stale “explanation of how the product improves the customer's life.” A well-written benefit is a psychological trigger that compels a person to some marketing action due to the nature of who he/she is and what group he/she belongs to. It is used to manipulate the sales encounter so that action is taken to buy a product by overcoming all possible sales objections and enticing the buyer to take action NOW. The best benefits now only have an emotionally-charged trigger, but make it clear that it is urgent to act on the impulse to buy; otherwise, the customer might lose valuable time or money through inaction.

Ask For The Sale Now

It's hard to believe at times, but most Web visitors and customers are pretty content to browse your site and never buy, particularly if they aren't asked for the sale. If they have to figure out how to buy something on your site or whether it's for sale or not, odds are that they won't take the effort to do it. One of the best strategies to creating sales is to simply ask for the sale online. While you're doing that, you want to create a sense of urgency in the copy that makes it clear that there is a risk to sitting on the sidelines and doing nothing.

No One Likes To Lose

Depending on the benefit you've highlighted, you can use these benefits to create a sense of urgency. Status items, for instance, work well by making it clear that if a buyer refuses to take you up on your offer, they stand to lose the chance to ever get in on this exclusive offer. This creates a risk in the mind of the buyer that they may, in fact, lose out on something that they're definitely going to wish that they bought later. As we all know, no one likes to be a loser, and so this is a great way to trigger a sense of urgency and to compel action on the part of the buyer with a benefit associated with that trigger.

Time-Limited Offers

Another way to create a sense of urgency is to make the offer only available for a set number of hours or days. Just be sure that when the clock runs out that you pull the offer immediately to make your time-limited offers credible. The first time someone loses out on that offer, they will rush to be the first in line on any other time-limited offer you put up. Associate this with the benefit of convenience, and you will see people actually groaning at their own stupidity for not taking you up on an offer that would have made their lives easier when they had the chance.

Benefits That Come Alive

What if you could promote a benefit and have the person actually experience that benefit firsthand, prior to the sale? This can be a powerful motivator to continue opting to buy a product or service, but it can be hard to do online. Offline, beauty product companies have known for years that samples are the perfect way to create an experience of owning the benefit before an actual purchase is made. This compels a person to buy something that they may never have opted to buy without that experience.

Online, however, you can't send out an immediate beauty sample or place a diamond ring on someone's hand to try out. The equivalent of that is virtual applications that simulate the experience or benefits of those applications, which can be given away as free demos with limited features. Think about the products you are selling and decide whether there is some way to make that benefit come alive in the mind of your potential buyer. Remember, once they get a taste of owning that experience, your benefit will have more credibility and it will have a larger psychological pull to it too.

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