http://www.lunametrics.com/blog/2008/01/03/selling-with-more-than-features-and-benefits/ LunaMetric's blog on conversion rate and web analytics Wed, 03 Dec 2008 19:18:54 +0000 http://wordpress.org/ http://www.lunametrics.com/blog/2008/01/03/selling-with-more-than-features-and-benefits/#comment-1085 Selling with more than features and benefits | Field Guide to Programmers Mon, 07 Jan 2008 14:16:17 +0000 http://www.lunametrics.com/blog/2008/01/03/selling-with-more-than-features-and-benefits/#comment-1085 [...] Selling with more than features and benefits: This is the same issue I saw last week in user testing. We had a site with product after product, and they were so similar. The owner certainly understood how and when to make a selection, because he knows the product selection intimately. Some of the users, however, were overwhelmed. He needed to tell them when to choose each one — just like Melitta needed to tell me how to choose a flavor of coffee. [...] [...] Selling with more than features and benefits: This is the same issue I saw last week in user testing. We had a site with product after product, and they were so similar. The owner certainly understood how and when to make a selection, because he knows the product selection intimately. Some of the users, however, were overwhelmed. He needed to tell them when to choose each one — just like Melitta needed to tell me how to choose a flavor of coffee. [...]

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