In the past it was said that you should give people what they need, because that’s what they are going to buy. But modern society has changed and people no longer buy what they need.
Instead they buy what they want and what they crave. People buy with their emotions, and then justify that emotion with logic. You need to present your products and services not as something they need, but as something they must have.
Take time to analyze your audience so that you know how to trigger their emotions and know which ones they use when they choose to buy from you. If you can find the trigger that makes your audience say yes, you’ll get the sales results you want.
So why do people buy?
To Reflect An Image
People want others to see them in a specific way. That need often encourages them to buy things to help them keep that image, not just for the way others to see them but also the way they see themselves.
To Avoid Feeling Bad
Avoiding a bad feeling is a highly effective motivator to buy something. If your audience think that they’ll miss out on something special if they don’t buy from you, they’ll be more likely to buy so that they won’t feel bad.
To Gain Freedom
Does a housekeeper sell cleaning services home or more time? If you can be clear about what it is you’re really selling, you’ll get customers to buy from you because they want the benefit of your product or service.
To Fit In With The Community
Everyone likes being part of a community. If making a certain purchase from you will make them more of a part of a community, they will want to buy.
People like getting what they want, when they want it. If you can provide them an instant way to give them what they want, they will be more willing to spend their money with you rather than somebody who cannot provide it straight away.
To Get A Sense Of Power
Offer something extremely special that solves a very specific problem for your audience. When people buy something they view as potentially life changing, they feel powerful and in charge of their lives.
Some of your audience may not have much self-worth and need a way to get it. They will want your product or service if you can offer them that feeling of self-worth when they buy from you.
To Solve A Problem
Show your prospects how your product or service solves their problems, and they’ll buy from you when the price is right.