What Makes People Buy?

So you’re making money somehow, right? It’s really a given, if you want to survive in this day and age you kind of have to make money…Unless there is some money-less society out there I don’t know about. With that being said though, I can pretty much assume that whatever you do, it has to do with people and their wallets… But what ACTUALLY makes them buy your product or service?

If you were pondering the answer to that question, you’re in luck! Because I’m going to tell you.

Now let me be clear. When I ask what makes people buy, I’m not talking about the billboard people see on the freeway that made them call or the shiny product that drew them in from the street…Those things don’t make people buy, they make people get in touch with you. That’s the job of marketing.

Sales and Marketing

What actually makes people buy falls on the sales department, and it’s a little thing I like to call emotion.

It’s an odd concept, and little hard to believe (unless you’re a salesman… then I sound stupid), but logic most of the time really has nothing to do with a purchase. What ends up happening is that people buy on emotion, and they JUSTIFY their purchase with logic. They tell themselves stories about why they need that product, and that ultimately is the deciding factor in a purchase.

It’s funny though, because although talking to emotion is an ESSENTIAL part of sales, it’s also a very big part of marketing. See just as an emotional desire can make them buy, it can get them in the door in the first place. Sales and marketing are forever intertwined.

So if you think about a customer or client in this way, you can see how the average “what it does and why it’s better than the other products” sales lines only have average results.

Wouldn’t it better cater to them in you explained to them WHY THEY NEED IT, how it will impact their lives, and how much better off they are with it? Or better yet, playing on fear and telling them what could happen if they *DON’T* buy it…

If you’ve ever looked at a physical product on a top-end sales floor, chances are you’ve observed this very strategy being used by the best salesmen in the business. These professional sellers talk directly to the emotional side of you. They are usually charismatic, likable, happy and generally friendly people, and they get you excited about the product.

This same concept applies to services, digital products, magical beans, anything really, so don’t think I am leaving your product or service out. This is a 100% universal concept.

Yeah so…What does that mean to me?

In your own business, the best way to figure out what makes others buy is to start with a baseline…and what better baseline then yourself?

Think about it…what makes YOU buy something? You’re an entrepreneur or business owner trying to sell something, be it a product or service, but have you ever honestly have stopped to think about what makes YOU buy things?

I can tell you right now that the purchases you make on a daily basis are much more the result of how you feel instead of what the best logical choice is.

If everyone made choices on logic all the time, we’d all share resources, greed wouldn’t exist, money would be irrelevant and war would be a bizarre concept. If you’ve been paying attention to the world at all, you know that that’s obviously not the case…so that means I’m right…right?

So now its time to use this in your own business.
Next time you write a piece of content or tell someone about your product or service, tell them about the emotional benefit that it offers them. What would it be like if they decided to go with you versus someone else? That alone is enough motivation for someone to sign up or buy your product or service.

So go do it!

Have you had any results (positive or negative) with talking to emotion? Post them below!

0 comments 0 people listening

Sign in

• Comment help
• Get Livefyre

Post comment as

+ Follow conversation Following - Unfollow

Post to

Sort: Newest | Oldest