マーケティング
公開日:2017.06.06

ベネフィットとは?メリットとの違いとその意味を考える。

ベネフィットとは、商品を購入したお客さんが商品から得られる利益や恩恵の事を表したマーケティング用語の事。

そしてマーケティングの世界では、常に商品やサービスが顧客に与えるベネフィットを考え続けなければいけません。その理由は、お客さんはその商品を買っているのではなくて、その商品から得られるベネフィット(利益や恩恵)に魅力を感じて購入の検討をしているケースが圧倒的に高いからです。

取り扱っている商品やサービスが売れるか、売れないのかは、購入を検討している見込み客の方に「ベネフィット」が伝わるかどうかで決まります。

マーケティングの世界でよく言わることが「ドリルを買いに来た人が求めているのは、ドリルではなく穴を求めている」と言う考えがあります。この考えがベネフィットを端的に表わしているでしょう・

てか、メリットとベネフィットって同じじゃないの?

よく混同されるのが「メリット」と「ベネフィット」の違い。この2つを明確に区別が出来ると、マーケティングや商品開発もやりやすくなります。シンプルに説明すると、下記の様になります。

メリット ・・・ 商品の特徴、利点
ベネフィットは ・・・ メリットがもたらす利益や恩恵、未来

既に特定の商品を探している顕在顧客などの購入意欲が高い方には、メリットの説明だけでも売れる事は多々あります。

例えばハイスペックなパソコンを探している方には、SSDが512Gで、コア数10のCore-i7内蔵、メモリーが16GBなどの商品の特徴(メリット)を語ることで、購入意欲の高い方は購入してくれます。メリットだけを語る販売手法は購入者自身に知識やハッキリとした要望があり、購入意欲が高い場合には適切な方法です。

しかし、そう言った専門的に詳しい層は、市場全体のパイから見ると一定数しかいないのも事実ですし、競合も同じような方法や訴求ポイントで宣伝しているとなると、広告や表現では中々差別化が出来ません。購入意欲の高い人だけ寄ってきてくれるのであれば、ビジネスはとても簡単なのですが、ビジネスはそんなに簡単ではないのも事実です。

なので、他社との差別化を図る上でも重要になってくるのがベネフィット。

先程も記載したように、マーケティングの世界でよく言わることが「ドリルを買いに来た人が求めているのは、ドリルではなく穴を求めている」と言う考え。

商品の特徴を表すということは、ドリルの性能や費用等を表していると言えます。性能の高いドリルやその商品が必要な人には良いのですが、ただ単に目的がシンプルに穴を開けたいだけの人には性能のアピールばかり行っても理解が難しいものです。だからこそ、まずは商品やサービスの提供できるベネフィットを考えてみましょう。

ベネフィットを考える際の基本の流れ

ベネフィットは、誰に対して与えられるベネフィットなのかを考えなければいけません。どれだけ上手に説明されても、どれだけベネフィットを語られても、現時点で必要としていない人には「ドリル」にしても「高性能のパソコン」にしても必要はありません。まずはどのタイミングの誰をターゲットにベネフィットを考えるのか?と言う事から、マーケティングは始まります。

①商品やサービスを使う人の欲求や問題をあぶり出す

相手が法人なのか、個人なのか、そのターゲットとなる見込み客はどんな欲求や悩みを抱えているのかを考えます。そして自社の取り扱う商品やサービスは、欲求型の商品(高級時計や車、エンターテイメント、装飾品、最新機器等)なのか、問題解決型の商品(健康食品、医療、教育や教材、ツール等)なのか、を把握します。

その上で、見込み客に対して、自社の提供する商品やサービスが、見込み客のどんな感情(欲求なのか問題解決なのか)を満たしてあげられるのかを考えます。

②共感できるキャッチコピーやストーリーの作成

①で見込み客の欲求や悩みを満たしてあげられる事を認識したら、「共感」して貰えることにポイントを置いてキャッチコピーやストーリーを考えます。

すでに購買意欲が表出化している「顕在顧客」は商品説明だけで購入検討を行ってくれますが、まだ自分の商品に対する欲求に気付いてさえいない「潜在顧客」に関しては欲求や問題に気付いてもらったりして貰わなければ、検討段階にも入りません。ここで大事なことが、欲求や問題を「自分のこと」と認識してもらい共感を生むことです。

経営者であれば「売上げが上がらない」「求人が来ない」「スタッフが育たない」「資金繰りが厳しい」「問題があちこちから出てくる」など、経営者だからこそ共感できる話があります。

スペックが低かったり、古いパソコンの利用者なら「パソコンが途中でフリーズする」「ブログを書いている時にPCが落ちた(記事が消えた)」「複数のソフトを起動できず仕事がはかどらない」などなど。

化粧品であれば「40歳を過ぎてから、しみ・しわが目立ちだした」「ほうれい線が気になる」から、化粧が濃くなり、肌荒れを起こすなど、そのターゲット層だからこそ共感できるストーリーがあります。

この「共感」と言うところを抑えると、見込み客は「この広告で語っているのは自分の事だ!」と認識し、より興味を持ってもらうことが出来るのです。テレビ通販などでも、階段の昇り降りをする老人、膝を回す女性など、見込み客の「分かる!分かる!」と言う共感の感情を引き出し、潜在顧客から顕在顧客への階段を登って頂き、最終的には商品購入へのステップを踏み出します。

③欲求を満たし、問題を解決するベネフィットの提示

見込み客の共感を得る事に成功できたら、やっと商品のベネフィットを提示します。重要な事は、商品の特徴の羅列ではなく、あくまでもベネフィットを語るということです。先のハイスペックなパソコンの例を取って、思いつきで簡単に書くので恐縮ですが・・・

【ターゲット】 ・・・ 勉強家で、複数作業をこなす多忙な経営者。抱える問題は少しでも早く仕事を処理すること。

商品の特徴(メリット) ・・・ 最新のパソコンで、高解像度、SSDは512G、CPUコア数10のCore-i7内蔵、メモリーが16GB

ベネフィット ・・・ 高解像度なので、とても鮮明に写真や動画を見ることが出来ます。あなたはウェブセミナーやネットからの情報を見たりして、メモを取ったりするでしょう。

しかし、パソコンのモニターの解像度が悪くて、何度か巻き戻して確認したり、拡大して、やっと文字や画像を認識して、メモを取ったりしていませんか?その無駄な確認の時間はこのPCを使うと無くなります。また高解像度なので、目が疲れにくく、頭痛も起こしにくという報告もあります。

外出や出張の多いあなたにとって、まだまだ利点があります。HDDでは無く、SSDを使用しているので、バッテリーの持ちが良いです。出張中や喫茶店などで、バッテリーの残量を気にせずに仕事を進めることが出来ます。今までのパソコンよりも、データを検索するスピードも上がるし、25%軽くなるので、持ち運びやすく、疲れにくいです。Core-i7を入れているので、バッテリー消費量も少なく済み、複数のソフトやアプリを立ち上げられるので、サクサク仕事が進みます。云々かんぬん・・・

この様にざっと書いただけですが、商品の特徴の説明よりも、ベネフィットを読むほうが商品を欲しくならないでしょうか。これがベネフィットのもたらす効果であり、重要性です。

【重要】メリットとベネフィットの違いとは、主語の違い

上記の例を見れば分かりますが、商品の特徴(メリット)の主語は「商品や自社」です。ベネフィットの主語は「顧客」です。

商品が売れない、営業成績が上がらないと言っている経営者や営業マンたちはどうしても「自分や商品」の事ばかり語る傾向があります。もちろん、購入意欲の高い(顕在客の)お客様にはまどろっこしいベネフィットの説明は邪魔で、早く商品説明をした方が良いケースもあります。しかしこういった話しの早い顧客は同業他社も探している上に、比較対象にされがちでもあります。

なので、欲求や問題を抱えているけど、まだ購入意思の低い潜在顧客(見込み客)も対象にしなければ、ビジネスは伸びません。自社や商品ではなく、「顧客」を主語として、広告の作成や、セールストークを考えましょう。

ベネフィットとは、商品の特徴の先にあるもの

買い手はその商品が欲しいのではなく、その商品を手にすることで得られる未来(感情や事実、利益)を期待して、購入しています。

折角の取り扱っている商品やサービスが自社を主語にしてメリットばかりを話して売れないよりも、顧客を主語にしたベネフィットの方が売れやすいことはこの記事だけでも分かって頂けたでしょうか?

こうやってベネフィットを意識して世の中を見てみると、コマーシャルや宣伝の上手な会社と下手な会社がよく見えてきます。またどんな顧客層をターゲットにしているのかも見えてきますので、ベネフィットを考えるのはとても面白い視点です。

常に意識して、ビジネスを行いましょう。

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執筆者:藤 勝行 (http://xlab.co.jp)

4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。

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