Your Benefits

In Kevin Paul Scott’s article “Features vs. Benefits,” Kevin explains in one of his first jobs he sold Tempur-Pedic mattresses. When he first tried to sale the mattress, he would highlight how the mattress foam was originally designed for NASA, provided pressure relief, and prevented motion transfer. Even though these “features” were true, it didn’t help sell many mattresses. What was his flaw in his presentation? He was focusing on Features and not Benefits. He then started explaining the mattress would help you sleep better, relieve join pressure on joints and allow you to wake up more refreshed. The key was to focus on benefits more than features. In other words, as Kevin explains in the article, he isn’t selling the features of his product, he is selling the benefits.

Officials have features. I think of features as “what is an official or crew suppose to look like?”

·         Appropriate, clean, and proper fitting uniform

·         Understanding and knowledge of the rules

·         Be a good crewmate

·         Communicates with others

·         Calm demeanor

Now compare the expected  features of an official to the benefits they should bring to the sport. When a coach or administrator sees you walk into the stadium, what will the coach say is the benefit of you being in the game?

·         Looks good in the uniform and physically fit to be in the right position

·         Solid rules knowledge and understands how to apply the rules in all situations

·         Works well with other crewmates and brings the best out in others

·         Communicates well to coaches and able to explain rules and situations

·         Can control emotions and remain calm under pressure

Matthew 5: 13: ¹³ “You are the salt of the earth. But if the salt loses its saltiness, how can it be made salty again? It is no longer good for anything, except to be thrown out and trampled underfoot.

According to Dictionary.com, salt of the earth means “an individual or group considered as representative of the best or noblest elements of society.” Matthew 5:13 is part of Jesus’ sermon on the mount. During Jesus’ day, salt had two purposes—preserving food and enhancing flavor. Jesus was challenging the crowd gathered to hear the sermon to “persevere” His teachings as well as “enhancing” it by spreading His teachings to others. As officials, let’s challenge ourselves to both preserve the integrity of the game and enhance the game by being a benefit not just a feature.

Do you offer just features? Or, what is your benefit and how do you benefit others?