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Some time ago I bought the waterproof and robust smartphone. Obviously I did it because I spend a lot of time in places where chances are high to drop it, sometimes in the mood or water.

But what did I really buy? A shock-proof and waterproof gadget? No. I bought my feeling of security to know that I don't lose any data or miss any messages even if I drop my phone in the mood and someone steps it.

That's what the marketer of that phone sold me! Comfort of feeling secure! And that's what we should do when we sell something: sell the desired feeling people aspire for when they buy something!

Yes, sometimes we just buy something without any feelings, because we need it. But we still tend to make those purchases at places, which give us the proper feeling!

So not only we should sell the feeling as a bonus (or even a number one reason why customer buys), but we also must do everything so that our customer has certain feelings associated with our store and particular salesperson.

Humans as creatures of habit. Our habits are hard to change once they are "installed". Make it a habit for your customers to feel good about you, feel good about items you sell them and they'll come back again and again to feel better!

Think about it, it will sure help your sales business!
#buy #marketing #sales #selling
  • Profile picture of the author WilloxPerez
    This is definitely a great point.

    We are always focusing on our emotions and feelings and to be able to focus on these emotions as a marketer and sell someone something due to this is brilliant.

    Of course everyone is different but for the most part a majority of people are emotional buyers. This is where doing your research properly on your current target market/buyers makes sense This will determine what marketing strategy you should implement.

    Thanks again for sharing this is an excellent business tip.

    - Will
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    • Profile picture of the author jmferret
      Originally Posted by WilloxPerez View Post

      This is definitely a great point.

      We are always focusing on our emotions and feelings and to be able to focus on these emotions as a marketer and sell someone something due to this is brilliant.

      Of course everyone is different but for the most part a majority of people are emotional buyers. This is where doing your research properly on your current target market/buyers makes sense This will determine what marketing strategy you should implement.

      Thanks again for sharing this is an excellent business tip.

      - Will
      My pleasure, Will.

      I practice live selling every day for a few hours (among other things just to stay in proper mental shape ).

      Must say that relatively many purchases are made logically (my niche is auto parts, so common example is someone just having something broken and needed to be replaced).

      At the first glance there are no emotions involved, but as mentioned in the first post:

      a) People compare. And even when they buy logically they end up buying not always where the price is the lowest, but where they feel the most comfort emotionally.

      b) Those purchases which are not based on critical need (auxiliary stuff, luxury brands etc.) make the huge difference if properly taken care of.

      I see that difference every day. Same marketplace, very close niches. Some salespeople complain at no sales, others feel like rock stars after a huge concert when the day is over and make nearly as much money, lol.
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  • Potentiality. It's pretty straightforward.
    You didn't buy security, because you will still feel insecure. What you bought got you a reason to expect and outcome. Compressed: Potentiality.

    It's this potentiality which affects our emotions. Remember how the villain loses his terrifying quality as soon as he is rendered visible? Ever figured why La Giacconda's smile and not some Orbit laughter is the most famous image?
    We are inherently drawn towards our own image of the world. Bye.
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    • Profile picture of the author jmferret
      Originally Posted by RealSocialSignals View Post

      Potentiality. It's pretty straightforward.
      You didn't buy security, because you will still feel insecure. What you bought got you a reason to expect and outcome. Compressed: Potentiality.

      It's this potentiality which affects our emotions. Remember how the villain loses his terrifying quality as soon as he is rendered visible? Ever figured why La Giacconda's smile and not some Orbit laughter is the most famous image?
      We are inherently drawn towards our own image of the world. Bye.
      Right, I didn't buy true security. I bought the feeling of relative security.
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  • Profile picture of the author fdmarketers
    Thank you for the signs are very well-aimed.
    The purchase is almost always emotional and just because the human being is a creature of habit if we can create the right feeling to have satisfied his need, we will create the client the pleasant habit of addressing us in your shopping. I think this is true for any market.
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    • Profile picture of the author jmferret
      Originally Posted by fdmarketers View Post

      Thank you for the signs are very well-aimed.
      The purchase is almost always emotional and just because the human being is a creature of habit if we can create the right feeling to have satisfied his need, we will create the client the pleasant habit of addressing us in your shopping. I think this is true for any market.
      Thank you, FD.

      Yesterday a customer who bought from me was so happy he said he would recommend us to everyone and do everything to create a line standing at our doors. That sounds like the best words possible for any merchant.

      What we sold to him was nothing special, neither I delivered the item especially fast or super cheap, but he declared it was a top notch service from our side.

      And that happens more often than not.

      The simple "secret" is you care about your customer. Not only in the sense of faster delivery or better price (my price for that item wasn't the best, that category of goods we have moderate volumes and our prices are behind the larger companies). But most of all in the sense of making the customer feel the care. That makes a huge difference, cause most people seriously lack care, often even in family, not even speaking about strangers.
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  • Profile picture of the author Gas Dumfarht
    We buy experiences.
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  • Profile picture of the author tobyjensen
    People buy benefits not features. Just as described. But most sales people still keep focusing on features.

    Why is that? laziness? Maybe

    Features, then advantages, often leads to benefits. But starting with benefits is easier for the consumer to experience it. Then the automatically have feelings for it. This is what causes people to buy. Feelings. People are moved to action through an emotion.

    This is what the sales and marketing industry has known for centuries. People buy what the feel good about and what allows them to alleviate a pain. Apply both with at least any decent product or service and you are golden.
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  • Profile picture of the author jmferret
    Right, either something to alleviate pain or bring pleasure.
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  • Profile picture of the author PaulHadfield
    You have made a great point,

    Mostly people buy satisfaction..

    They buy Hope..

    Just my 0.2
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