There’s a product that is truly sound and works just like it supposed to do. But nobody is buying it. They pass by the product which you think is best and purchase instead an equivalent substandard item. How come?
Just what is it that drives people to buy from a competing source?
There are a number of things that can motivate people to gravitate toward one product over another. These motivating factors convince people to purchase an item even if it is not truly the best or it doesn’t even offer the best value for their money.
When people make purchases they are generally influenced by any of these things:
- True needs – People buy products and services to fulfill real needs for food, shelter, clothing and so on.
- Perceived needs – Some products appeal to people by targeting their perceived needs. They make them believe they cannot get by without X product in their homes or offices.
- Pure wants and desires – Consumers are also highly motivated by products that appeal to their personal desires. When product A offers value and quality but product B speaks to a deep desire, chances are it is product B that will sell.
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