Tags |
|
|
Links |
|
|
Hub You - Why Your Customers Buy: 3 Motivators Small Business Owners Should Know About
We all have psychic abilities that we use daily, although most of us don't even realize that. The full study of this issue would take many books, and years of experience to grasp all the factors. Since we can't do that here, we can still focus on applying these skills to making informed business decisions. Those of us making constant business choices, effecting staff, ethics , health, and the botton line ,need all the data we can get our hands on. So these tidbits are designed to help you use your natural abitities, and to improve your business situation!First of all, there are many, many management styles. It is in your best interest to honestly evaluate
If you are in the business of satisfying desires then you are probably selling niche products or services, something, which doesn’t have mass-market appeal. You are focused on people who are happy to pay a premium to get what they want. A businessman’s heaven!
Understand the real motivator
Having identified the 3 buying motivators, the next step to sell effectively to these groups is to see what the underlying need, want or desire is. Getting an idea of what drives your customer to buy means you can tailor your sales message accordingly.
The need motivators
· To eat and drink – to stay alive!
· To stay warm
· To have shelter
· To be healthy and clean
· To avoid pain
How Can I Land a Telecommuting Position and Data Entry Work?Where Do You Find This Type of Job?Finding a telecommuting position and data entry work is not complicated to do. You will find that when you are looking for a telecommuting job, the best place to look first would be any previous employers that you might have done work for before. Of course you want the previous employers to be ones that you left in good standing to even have a chance of getting a position like this.Does A Telecommuting Position and Data Entry Work Mean That You Work Strictly At Home?When you have a telecommuting position and data entry work, this means that
It’s all down to motivation – what motivates you to buy. Understanding your customer’s motivation will help increase sales and profits! So, let’s spend some time examining what motivates people to buy and how you can apply this knowledge to help make your business more successful.
Motivation – 3 basic drivers
Any purchase boils down to satisfying a need, want or desire. These are 3 distinct stages. You usually have to satisfy your needs before you can progress up to wants and desires. Let’s have a look at each of them in turn.
Needs
Abraham Maslow, in his work on needs, highlighted that at the basic level, before we can consider ‘bettering’ ourselves, we have a set of requirements that are essential to survival. The most basic of these needs include food, water, heat and shelter. This is mass-market appeal, from the big supermarkets down to your local corner shop. Sell into the ‘needs’ category and you are looking at high volume, low margin.
Other than the odd special promotion, you rarely see the local shop advertising; they know that they will always get a core trade because they are satisfying needs (a bottle of milk at 9 o’clock at night!).
Unless you have a huge market penetration, you will never make a fortune just satisfying needs. Find another market if you want a high-living lifestyle!
Wants
You’re getting warmer now! You are getting into the realms of people who have satisfied their basic requirements and can afford to step up the ladder to satisfy their wants.
These are ‘nice-to-have’ items – not essential but they make life comfortable. A car, a TV, a CD/DVD player – generally a decent standard of living. To capture the market of satisfying people’s wants you will have to work a bit harder on two fronts.
Firstly, the customer can take it or leave it. He may not really need it at the end of the day, so you have to clearly highlight the benefits. Secondly, there is always someone else offering the same product. In this day and age you could argue that wants, to many people, have become needs, so there is an element of mass-market selling in this sector. You are up against many other businesses offering your product; you have to advertise, make people chose you over your competition.
You will make a decent living and create a decent business. But you should want more than this! To achieve greater success, you have to find a product that satisfies desires!
Desires
Desires spring from emotions. Big, profitable sales are achieved on the back of emotions. Why? Because if someone has a burning desire to satisfy, then logic more or less flies out of the window! Someone buying on emotion will pay a high price – excellent profit for you.
If you are in the business of satisfying desires then you are probably selling niche products or services, something, which doesn’t have mass-market appeal. You are focused on people who are happy to pay a premium to get what they want. A businessman’s heaven!
Understand the real motivator
Having identified the 3 buying motivators, the next step to sell effectively to these groups is to see what the underlying need, want or desire is. Getting an idea of what drives your customer to buy means you can tailor your sales message accordingly.
The need motivators
· To eat and drink – to stay alive!
· To stay warm
· To have shelter
· To be healthy and clean
· To avoid pain
Is it possible for an individual with strong moral values to make ethically questionable decisions in a business setting? What affects a person's inclination to make either ethical or unethical decisions in a business organization? Although the answers to that question are not entirely clear, there appear to be three general sets of factors that influence the standards of behavior in an organization; individual factors, social factors and opportunity.Several individual factors influence the level of ethical behavior in an organization. An individual's knowledge level regarding an issue can help to determine ethical behavior. A decision maker with a greate
Needs
Abraham Maslow, in his work on needs, highlighted that at the basic level, before we can consider ‘bettering’ ourselves, we have a set of requirements that are essential to survival. The most basic of these needs include food, water, heat and shelter. This is mass-market appeal, from the big supermarkets down to your local corner shop. Sell into the ‘needs’ category and you are looking at high volume, low margin.
Other than the odd special promotion, you rarely see the local shop advertising; they know that they will always get a core trade because they are satisfying needs (a bottle of milk at 9 o’clock at night!).
Unless you have a huge market penetration, you will never make a fortune just satisfying needs. Find another market if you want a high-living lifestyle!
Wants
You’re getting warmer now! You are getting into the realms of people who have satisfied their basic requirements and can afford to step up the ladder to satisfy their wants.
These are ‘nice-to-have’ items – not essential but they make life comfortable. A car, a TV, a CD/DVD player – generally a decent standard of living. To capture the market of satisfying people’s wants you will have to work a bit harder on two fronts.
Firstly, the customer can take it or leave it. He may not really need it at the end of the day, so you have to clearly highlight the benefits. Secondly, there is always someone else offering the same product. In this day and age you could argue that wants, to many people, have become needs, so there is an element of mass-market selling in this sector. You are up against many other businesses offering your product; you have to advertise, make people chose you over your competition.
You will make a decent living and create a decent business. But you should want more than this! To achieve greater success, you have to find a product that satisfies desires!
Desires
Desires spring from emotions. Big, profitable sales are achieved on the back of emotions. Why? Because if someone has a burning desire to satisfy, then logic more or less flies out of the window! Someone buying on emotion will pay a high price – excellent profit for you.
If you are in the business of satisfying desires then you are probably selling niche products or services, something, which doesn’t have mass-market appeal. You are focused on people who are happy to pay a premium to get what they want. A businessman’s heaven!
Understand the real motivator
Having identified the 3 buying motivators, the next step to sell effectively to these groups is to see what the underlying need, want or desire is. Getting an idea of what drives your customer to buy means you can tailor your sales message accordingly.
The need motivators
· To eat and drink – to stay alive!
· To stay warm
· To have shelter
· To be healthy and clean
· To avoid pain
EntrepreneurAn entrepreneur is a man who organizes and manages the business. The following are the responsibilities of an entrepreneur that what he has to do?1. PlanningFirst of all an entrepreneur should be a good planner. His first duty is to do good planning. The main purpose of planning is to direct the intentions actually the need for planning is needed where there are so many ways n an entrepreneur has to select one right way this is what done by an entrepreneur, so the entrepreneur should be a good planner.2. OrganizingAn entrepreneur should be a good organizer the entrepreneur does the planning so the organization can a
Wants
You’re getting warmer now! You are getting into the realms of people who have satisfied their basic requirements and can afford to step up the ladder to satisfy their wants.
These are ‘nice-to-have’ items – not essential but they make life comfortable. A car, a TV, a CD/DVD player – generally a decent standard of living. To capture the market of satisfying people’s wants you will have to work a bit harder on two fronts.
Firstly, the customer can take it or leave it. He may not really need it at the end of the day, so you have to clearly highlight the benefits. Secondly, there is always someone else offering the same product. In this day and age you could argue that wants, to many people, have become needs, so there is an element of mass-market selling in this sector. You are up against many other businesses offering your product; you have to advertise, make people chose you over your competition.
You will make a decent living and create a decent business. But you should want more than this! To achieve greater success, you have to find a product that satisfies desires!
Desires
Desires spring from emotions. Big, profitable sales are achieved on the back of emotions. Why? Because if someone has a burning desire to satisfy, then logic more or less flies out of the window! Someone buying on emotion will pay a high price – excellent profit for you.
If you are in the business of satisfying desires then you are probably selling niche products or services, something, which doesn’t have mass-market appeal. You are focused on people who are happy to pay a premium to get what they want. A businessman’s heaven!
Understand the real motivator
Having identified the 3 buying motivators, the next step to sell effectively to these groups is to see what the underlying need, want or desire is. Getting an idea of what drives your customer to buy means you can tailor your sales message accordingly.
The need motivators
· To eat and drink – to stay alive!
· To stay warm
· To have shelter
· To be healthy and clean
· To avoid pain
Brochures are powerful advertising tools that help in persuading consumers to purchase their requirements form a certain store. However, their power is increased only when they are created uniquely and accurately to represent you in the market. The creation of a brochure design is a collective process among the competent writers, designers and printers. It is with these people’s expertise that an effective brochure is created.The basic element of a good brochure design is obviously deciding on the matter to be included in the brochure! Choose meaningful and right colors and photos for the brochures. Make sure that the matter in the brochure is readable, f
You will make a decent living and create a decent business. But you should want more than this! To achieve greater success, you have to find a product that satisfies desires!
Desires
Desires spring from emotions. Big, profitable sales are achieved on the back of emotions. Why? Because if someone has a burning desire to satisfy, then logic more or less flies out of the window! Someone buying on emotion will pay a high price – excellent profit for you.
If you are in the business of satisfying desires then you are probably selling niche products or services, something, which doesn’t have mass-market appeal. You are focused on people who are happy to pay a premium to get what they want. A businessman’s heaven!
Understand the real motivator
Having identified the 3 buying motivators, the next step to sell effectively to these groups is to see what the underlying need, want or desire is. Getting an idea of what drives your customer to buy means you can tailor your sales message accordingly.
The need motivators
· To eat and drink – to stay alive!
· To stay warm
· To have shelter
· To be healthy and clean
· To avoid pain
Autologica presents the third part in a series of articles that address common problems and issues faced by family-owned businesses, based on an interview between Al McClymont, CEO of Autologica Dealer Management Systems, and J.C. Aimetta, an expert and coach who specializes in family-owned businesses.Al McClymont: It seems obvious that in every family-owned business there will be members that will work in the company, and members that choose not to. How can the interests of family members that work in the company and family members who do not work there, be reconciled?J.C. Aimetta: Well, first of all, it is necessary to understand th
If you are in the business of satisfying desires then you are probably selling niche products or services, something, which doesn’t have mass-market appeal. You are focused on people who are happy to pay a premium to get what they want. A businessman’s heaven!
Understand the real motivator
Having identified the 3 buying motivators, the next step to sell effectively to these groups is to see what the underlying need, want or desire is. Getting an idea of what drives your customer to buy means you can tailor your sales message accordingly.
The need motivators
· To eat and drink – to stay alive!
· To stay warm
· To have shelter
· To be healthy and clean
· To avoid pain
· To ensure general security and protection
The want motivators
· To be sociably acceptable – “everyone has one”
· To look and feel good – sex appeal!
· To save time or money
· To improve general comfort levels
The desire motivators
Although some of these can be similar to the want motivators, desire motivators are more driven by emotion and so the need to achieve is more passionate – money is almost no object.
· Sex appeal
· To improve social standing – not just keeping up with the Joneses but to be better
· To demonstrate love
· To gain prestige or to impress
· To be popular
· Regaining a forgotten youth
You can see by comparing the various motivators that selling to the desire group can be easier and more profitable. They have more money and so you don’t have to try hard to sell your product. All you have to do is uncover which motivator is pressing them to consider purchasing and exploit it! There’s nothing better than being in a niche market.
Steps to take
In summary, here are the steps you can take:
· Identify which of the motivators you are out to satisfy – needs, wants or desires
· Speak to your customers and find out which of the specific motivators is driving them to buy
· Tailor your sales and advertising pitch to match
Spend some time thinking and studying your customer’s motivation and you will be richly rewarded.
© Robert Warlow Small Business Success
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.iadvice.info/article/37468/iadvice-Why-Your-Customers-Buy-3-Motivators-Small-Business-Owners-Should-Know-About.html">Why Your Customers Buy: 3 Motivators Small Business Owners Should Know About</a>
BB link (for phorums):
[url=http://www.iadvice.info/article/37468/iadvice-Why-Your-Customers-Buy-3-Motivators-Small-Business-Owners-Should-Know-About.html]Why Your Customers Buy: 3 Motivators Small Business Owners Should Know About[/url]
Related Articles:
Buying Gold as a Form of Investment
D.I.Y. Production II - Production Costs
Bookmark it:
|