Understand the Psychology of Why People Buy
Human psychology is a fascinating subject and if you ever master it, you can, as the rich do, create money. Just make sure you do it with a rock solid product, service or idea that delivers a lot of value or entertainment to your customer.
That being said, there are psychological triggers that make people buy products and services with little or no hesitation. You want to know what they are, so lets begin with some questions:
Why do you buy products or services?
Why do I buy products or services?
People are very different and buy for different reasons.
But there is one central theme driving those reasons and that is this:
People buy a solution to a problem.
Really, it is that easy.
But lets expand a little further and talk about some of the most popular and appealing problems people buy solutions for.
Ready? OK, lets do it.
People buy to save time:
Time. We only have 24 hours of it a day! (isn’t that scary) We seem to always need more of it.
Understand this: In our fast-paced environment, the market for products and services that can give us some of our time back to do other things will never go out of fashion. If you can really save people time, you can make money. And lots of it too!
People buy to gain more security:
In our society, the mainstream media constantly pitches fear at us. You can turn on your 5 o’clock news almost every night and watch something that injects fear and worry into most of us whether it be high gas prices, the crashing real estate market, rising crime in your local area, or some new virus in the air.
With that said, it becomes instinctive for most people to buy products or services that gives them more security.
People buy to reduce or eliminate repetitive or hard work:
Repetitive and hard work? Yuck!
You probably enjoy keeping things fresh and interesting, right? And if you are like me, you like to keep things as easy as possible. Have you ever had a job or a business task where you had to do the same thing over and over or something extremely repetitive or physically or mentally draining that ruins the rest of your evening because you’re so dang exhausted?
Well, people will definitely buy anything that can reduce or eliminate repetitive or hard work.
We’ve all heard the statement “There’s got to be an easier way of doing this.” And if you can show people that way with your product or service, money will chase you down. And that’s a good problem to have!
People buy to save money and make money:
Hey we all need money to survive. If you have a product or service that saves people money or makes people money (or even better, does both), people will consider your product or service.
People buy to feed their curiosity:
Some things sound really good to us or really odd to us, but in a lot of cases, we don’t really know until we try.
I’m sure you’ve seen the commercials advertising some psychic you can call that can tell you your future, etc. Most people call psychics because they’re “curious” as to what the psychic really knows (or doesn’t know).
Always create curiosity when you can. It’s a great psychological trigger that will help your sales improve dramatically. Think about how many times you’ve purchased a product or service out of curiosity.
People buy to acquire pleasure:
Unloading $5,000 on the latest and greatest 60″ high definition TV (HDTV) and another $500 on a BluRay DVD player is simply buying pleasure. The big TV looks great in your living room and you’ll be a hero on gameday when all of the guys come over to watch the game on your 60″ big screen. It’s great entertainment and entertainment is one of the best pleasures in life.
And your Network and Internet Marketing business allows you to make a lot of money from home and live life in a big way once you figure the game out. How do you feel about that for acquiring pleasure? After all, do you really want to stay in the rat race your entire life living paycheck to paycheck? If you do, you are on the wrong blog!
And since we’re talking about pleasure, let’s shift our focus to pain:
People buy to avoid pain:
Listen, I don’t like pain. You don’t like pain. It can be physical pain, emotional pain, or financial pain…nobody likes pain. Period.
If something hurts bad enough and you can buy something to mitigate or better yet eliminate the pain, you will buy it hands down.
And there they are – the biggest problems people will buy solutions to.
There are other reasons why people buy, but these are some of the biggest and most important, especially in the Network and Internet Marketing arena.
Whenever you are putting together any marketing piece such as your own blog (which you definitely need), a sales letter (again, something you definitely need), a Web Site presentation, a Webinar, a conference call, etc., pull out this blog and make sure you understand why people buy.
When you do, include as many psychological buying triggers as possible by talking about a problem and presenting your solution. If you can present the solution indirectly and from the perspective of a consultant rather than a sales professional, you will probably have a very profitable marketing piece.
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