Consumers everywhere can breathe a sigh of relief, because purchasing a computer just got easier. After years of focusing marketing messages on the technology that powers desktop computers — messages that average computer users couldn’t easily relate to their own lives — computer manufacturers are taking a page from Apple’s marketing plan and ditching the gobbledygook jargon that did nothing to connect with consumers.
It’s about time.
According to the New York Times, the change of heart comes from the realization that consumers have needs and wants, and speaking down to them in overly-technical language doesn’t make them feel comfortable nor does it show them how the pricey computer they’re considering buying can help them and meet their needs. Time for a new brand messaging strategy.
It remains to be seen if computer manufacturers can truly abandon their rhetoric-spieling ways, but at least there is hope. Rather than walking into your local Best Buy and being overwhelmed by lengthy lists about processor speeds and the like, consumers might just see lists that explain the stuff they can actually do with the computers on display.
It comes down to one of the first lessons college marketing students learn — marketing messages should communicate benefits not features.
One of the things I always tell my copywriting clients (and I mention it in my book, Kick-ass Copywriting in 10 Easy Steps, too) is that no one cares about you. They care about what your product or services can do for them, how it can help make their lives better, and how it can make their lives easier. The last thing they want to hear is how great you think you are because of all the behind-the-scenes stuff that you think makes you wonderful. They really don’t care. But tell them how all those things can help them, and you boost your chances of building a relationship and closing sales exponentially.
Don’t just tell them — show them.
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