Posted on: 26 November, 2001
Author: Lisa Hochanadel
We know that people buy based on emotion and defend what theybuy with logic. "But Mom I really need a new bike because mytires are worn out" we said at 10 years old. What we ... was the bike We know that people buy based on emotion and defend what theybuy with logic. "But Mom I really need a new bike because mytires are worn out" we said at 10 years old. What we reallywanted was the bike that Jane just got for her birthday.Now we say "But I really need a Palm Pilot! My old day planneris just worn out". What we really mean is that Fred just gotone and won't stop poking the stupid thing in our face everytime he uses it. At 10, or at 40, we want to keep up with, well,you know. On the other hand, we may just want to shut Fred up!People buy based on emotion in business as well - but the keyis WHATS THEIR MOTIVATION?People in business act for two basic reasons. The first ispromise of gain. The second is fear of loss. The question is,are you meeting their needs? And these needs determine whethera customer will buy or not buy. Lets look at each one and seehow they can help us succeed.WHATS IN IT FOR THEM?The need for gain can take on many different forms. We can helppeople earn more money or gain more knowledge. On the Net, weare often selling something. Examine what you are selling.Whats in it for them? THATS WHAT THEY CARE ABOUT! Let themknow that they will get what they want by doing business withyou. Have customers give you feedback on why they bought.Have friends give you feedback on why they wouldn't buy. Takethis information and ask the questions that so few ask. Wheredid I miss it? How can I better convince them that they willbenefit from my offer? Do that week in and week out and in notime you'll have a site that sells like crazy.WHAT WILL THEY AVOID?People want to know its been done before. Few will risk theirtime and money without knowing that what they hope will happenfor them has happened for others. Your job is to both challengethem and comfort them. They need to hear from you that theywon't lose out by doing what you want them to do. Examineyourself to make sure that in addition to encouraging peopleto act you let them know they won't be hurt by their action.The Net is a great place to do business. When we were selling faceto face (or even on the phone) we could use facial expressions andtone of voice to make our point. Now most of our business is donethrough words. Be sure that the words you choose communicatethat they will gain, they will not lose. Do that and you buildrelationships that will pay you handsomely for years to come. Source: Free Articles from ArticlesFactory.com