#1 PEOPLE BUY BECAUSE OF EMOTION
People don’t buy because of Logic, they buy because of Emotion. Their decision to buy is based on their emotion and they justify it with logic.
What do you want to buy particular item? What’s your reason for wanting to own that item?
It could be new car, new dress, new house even a dream vacation. You can realized that emotion drive your purchase.
Some people buy because of shame; they think if they don’t own a particular item, they look foolish.
Some people buy because of fear; they fear if they don’t buy the item, they’ll miss out on something.
Some people buy due to greed; because owning this item will help you make more money.
Some people buy because of generosity; buying this item will help others. Have you notice that some companies actually donate a certain amount to charities if you buy their products?
Some people buy because of depression or boredom; Many people are depressed or bored at their 9-5 job and they buy the vacation package as an escape.
So, think about when you’re selling something to somebody; are you just talking about features and benefits? Or, are you pushing those Emotional buttons?
#2 PEOPLE DON’T BUY THEIR WAY INTO SOMETHING, THEY BUY THEIR WAY OUT OF SOMETHING.
People often buy something because they think it will solve a problem they’re having.
They have problem they want to solve, and you must convince them why your product or service will solve that problem for them.
People will afford what they want to afford. Lots of people who struggle financially say NO to taking a course that could increase their earning capability, and YES to expensive phone or TV.
According to researcher, shopping helps people feel better. “Retail Therapy” is having choices when shopping gives them back their sense of personal control.
#3 PEOPLE DON’T BUY PRODUCTS AND SERVICES – THEY BUY STORIES.
When you add a good story to an item, it sells better.
Suddenly, when you attach the President’s story to brand or logo, its 100 times more valuable, all because of the story.
Think about your brand’s story is. How can you inject stories into everything that you sell? Maybe you have a great origin story of how your brand get started. Or, perhaps your customers have great stories about how your product or service affected them.
This method of presenting real estate data was an example of how impactful storytelling could be used to sell to customers. That same data was tied together with a popular event such as Halloween, Thanksgiving, Christmas, et cetera which evokes emotions.