Do you have any idea what motivates people to buy?
This is the one question that everyone who has a product or service to sell wants to know the answer to. After all, if you know how to motivate your potential customers to buy, then you will be able to quickly increase your sales and your conversion rate; The ultimate goal for every business person.
So, what is the answer to the question? What really motivates people to buy?
It is said that you should give people what they need, because that is what they are going to buy. That may well have been the case a few decades ago, but sadly in today’s marketplace things have changed and people no longer buy based on what they need.
People Are Spending More Money On What They Want vs What They Need
Instead they buy what they want. Statistics show that in today’s media driven society people are actually spending more money on the things that they want like, plasma TV’s, satellite systems and recreational vehicles, than they do on the necessities like food and shelter. That is a shock!
Knowing these statistics, it stands to reason that if you have a product or service that you are trying to sell you need to present it to your prospect as something they want. Focus on what is in it for them, stress the benefits and make them feel like it is something they absolutely must have. Make it something that they don’t want to live without.
People also buy because they get pleasure from what they buy. You don’t walk into a car dealership and buy a top of the range Mercedes because they need it; a nice Toyota or Chevy would have done the job just as well.
They buy the Mercedes because they want that feeling of pleasure they feel every time they drive it. Whether it is the comfort of the plush leather seats, all the shiny gadgets, or the fact that it is a status symbol, they love driving their Mercedes… Whatever their reason for buying that Mercedes you can rest assured that their decision was based on want and not need.
Other Motivations To Purchase
Want is not the only thing that motivates people to make a purchase. While it is the leading contender, there are many other triggers that will motivate us to whip out our wallets and buy a product or service.
Let us quickly go over a few:
- To make more money
- To save time
- To be more comfortable
- To be healthier
- To be popular
- To increase enjoyment
- To attract the opposite sex
- To escape pain and sadness
- To avoid trouble
- To make life easier
- To take advantage of opportunities
These are only a few of the triggers that motivate people to buy. If you want to learn how to effectively motivate your prospects to take action then you need to determine a specific target audience for our product, then find out what that audience wants; then present your product or service to this particular audience in a manner that makes them feel like they can’t live without it.