Compulsory Purchase — Some external force, like school books, uniforms, or something your boss asked you to do, makes it mandatory. This often happens in emergencies, such as when you need a plumber. Niche Identity — Something that helps bond you to a cultural, religious or community affiliation. Peer Pressure — Something is purchased because your friends want you to. You may need to think back to your teen years to think of an example. Empathy — Sometimes people buy from other people because they listened and cared about them even if they had the lesser value alternative.
Addiction — This is outside the range of the normal human operating system, but it certainly exists and accounts for more sales than any of us can fathom. Can you think back to the last time you bought something and fully explain the reason why? We hope this list at least gets you started. And let us know if you need help understanding your customers motivations. But in the meantime….
What do you feel motivates people to buy? More importantly, what makes them buy your product of service? Your email address will not be published. We value your privacy! If you're one of many companies competing for a firm's business, start by asking: Why did you invite us here?
You can influence how much import people give to quality, speed, service, or another feature through visual cues. When researchers created an online furniture store with either fluffy clouds or shiny pennies on the landing page, they found that consumers who saw clouds ranked comfort as more important than those who saw coins.
Cloud watchers were also more likely to search for information about comfort features and purchased more comfortable read: pricey furniture. Yet when questioned afterward, most participants denied that the clouds or coins had any influence over their shopping behavior.
As Cialdini explains, "Drawing attention to the favored feature is effective not only in getting audiences to consider it fully but also in getting them to lend the feature exaggerated significance. Pointing out your shortcomings earns points, says Cialdini; the quicker you can do it, the better. That pivot--chasing a weakness with a strength that challenges its relevance--is key.
Fear of missing out can also motivate people to act quickly. We drink unblended Scotch, travel to Tierra del Fuego, dance, ride rollercoasters, and jump out of airplanes to fulfill our desire for adventure. Showing that your brand fits with an adventure lifestyle is a good angle.
The average Millennial shifts among devices and apps 25 times every non-working hour in pursuit of the neurochemical high of approval.
Marketing to social bonds can be very effective. This is why every laundry ad features happy families! It makes us better able to attract mates and excel in business. So how do you take these 7 core emotional motivators and turn them into sales? You were emotional about your commitment. In addition to being an author, Levitin is CEO of Shari Levitin Group, a global training and consulting firm with clients in over 48 countries.
It is listed as one of Inc. Her company also runs Levitin Learning, a unique virtual university with more than online courses.
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