By Mauro
Libi Crestani. Buying decisions are always the result of a change in the
customer's emotional state. While information may help change that emotional
state, it's the emotion that's important, not the information.
Our emotions trigger us to buy. Don't make
the mistake thinking that people buy what they need. People buy what they want.
Needs are driven by logic while wants are driven by emotions.
If you figure out the key to how to appeal to
a customers wants then you can find more eager customers.
This is all about……… ‘Positive Marketing.’
You have to create a positive customer
attitude toward your product. Mauro
Libi Crestani.
The $200 pair of jeans that you are
selling has to be the one that teens find appealing. They could easily let
their mom pick out a $15 pair of jeans, but that is not what they want and
their wants dictate their needs and therefore it is not what they will buy.
Does your marketing give off a positive
appeal to your target customers and create a positive want. A desire so strong
that they have to have it. Like the sports car commercial or ad showing
that beautiful young girl, that your midlife male customers want to attract
with his purchase of this fancy sports car. Mauro Libi Crestani.
Don't mistake your market for "everyone
who needs your product". You will waste time and money trying to convince
people who need your product to want it. The best target market for you is
people who want your product. They may or may not need it. As long as they want
it they might buy it from you. Consider what you bought lately that you did not
need but you wanted.
You might feel that you need a glass of wine,
a shot of scotch or a beer at the end of a tough day - but the reality is that
you want it. We all need to eat - but no one needs a Sirloin steak, deep-dish
pizza or Black Forest cake. We eat those things because we want them. Mauro Libi Crestani.
Come up with a positive message appealing to
the wants of your customers. To their desires and their wishes and their
dreams. Make them understand that if they buy from you, it will make them
happier that they did so. Keep in mind the following question ----- Why do we
buy? We buy because of emotional wants. You will be more successful when you
market and sell to the emotional wants of your prospects by Mauro Libi Crestani.
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