Wouldn’t you like a glimpse into the minds of your customers and know what they’re thinking when they look at your products? The more you know about what motivates your buyer, the more effectively you can create products that speak to them and their needs. It can help with marketing too. For example, if you know your buyer is interested in finding a solution for their problem, you can write an article about how to solve that problem.
Now, let’s look at some reasons customers buy your product, so you will know how to market them more effectively.
They like your product
One reason customers buy is simple. They like your product. If the customer has no idea what the product is or why it would be useful, you need to help them understand how it fits into their lifestyle and how it can make their life better.
For example, if your product is an app designed to help people keep track of their finances, show them how much time and money you’ve personally saved since using it yourself. If your product is a recipe book full of healthy recipes that you’ve tested yourself, show off pictures of delicious-looking meals while telling people why these meals are so good for them.
It’s your job to inspire potential buyers and show them how they can benefit from your product. Don’t talk about features but rather, talk about benefits — the good things that will happen to them if they use it. Give concrete examples of how their life will change if they invest in your product.
They feel comfortable with your brand
People feel more comfortable buying from a brand they know, like, and trust. When you believe a brand is trustworthy, it’s easier to trust them with your hard-earned money. There are many ways to make customers feel comfortable with your brand, but one of the most important is to ensure your website has a friendly tone.
Your website should be welcoming, accessible, and easy to navigate. You want your visitors to find what they need quickly, without having to hunt for it or get frustrated.
Another way to make customers feel comfortable with your brand is by providing them with valuable content. This can include information about your products and services, but also helpful tips and advice related to their industry or life in general. Providing this kind of content helps build trust between you and the customer because they know that you care about their needs.
They feel an emotional connection to your brand or product
Customers are more likely to buy your product or service if they feel an emotional connection to your brand or product. When a customer feels an emotional connection with a company, they’re more likely to spend more money and spend it faster. Some of the most popular examples of companies that have created a strong emotional bond with their customers are Apple, Starbucks, Amazon, and Disney.
How do you create an emotional connection with your customers? Create content that shows them who you are as a company. Make sure everything you post on social media is relevant to your business and makes sense for your audience. Engage with customers and show them there are real humans behind your company. You’re not just a logo and a sales spiel.
Your products inspire and speak to them
Share photos with captions or video clips that show off the little details that make your product unique — the texture of the fabric, or how light reflects off glassware, or even how delicious something looks when it’s cooked up in a fancy kitchen. Images convey that message.
When people see photos of your product being used in real life, they’ll feel an emotional connection with it. They’ll want to buy it because it looks cool and makes them feel good. The same goes for videos showing your product or service in action. It’s a great way to demonstrate what makes it unique, which is important for building trust among potential customers who may not know much about what you have going on behind the scenes.
The product is relevant to your target audience
For a customer to be motivated to buy a product, the product must be relevant to them. If you’re selling something that has little to do with your customer’s life or situation, they won’t care about it. If you have ever tried to sell something irrelevant to the customer’s lifestyle, you’ve probably learned this lesson firsthand.
This can apply at any stage of the sales process, from designing your marketing strategy to closing the sale yourself. You must remember the value your product provides for your customers. What problem does it solve? Most importantly, does your target audience need it?
There’s buzz and social proof.
Another reason people buy is the fear of missing out. You’ll get more sales if people talk about your brand or product on social media and/or in TV commercials (e.g., reviews/recommendations from influencers). Social proof is a psychological phenomenon that occurs when people are influenced by the opinions and behaviors of others around them. It’s a powerful tool to increase sales and improve conversions.
The idea behind social proof is that if you can get people to see what others say about your product or service, they’ll be more likely to buy it because they feel part of a larger group. The more people who use or talk about a product, the more likely they are to want it, too. Social proof is especially important for businesses that are new on the scene. If people don’t know about your brand, it’s hard for them to trust you and buy from you.
The best way to use social proof in your marketing strategy is by using testimonials from real customers who have purchased your product or service. You can also use customer reviews on Amazon and other online stores, as well as display ratings on Google Plus Local or Yelp pages for restaurants and other small businesses.
Your price is competitive
Your price needs to be competitive with other businesses in your industry or niche. If it’s not competitive, customers will go elsewhere to find what they need from another source. If your pricing isn’t competitive, then no matter how much education, promotion, or advertising you do, it won’t matter because no one will buy from you if it’s too expensive for them.
But if your prices are competitive and affordable for most people who want what you sell, there is a stronger chance that people will buy from you than someone else with higher-priced options available. If you offer a similar product as your competitor but charge more, you can make your offer more attractive by adding something else of value, for example, training, a warranty, or free instructional materials and videos on how to get the most out of the product. The increased value you offer makes the product more appealing.
The Bottom Line
It’s important to understand customer motivation, so you can relate to them on their terms and make your products or services appeal to them. If you know what motivates buyers, you can build a marketing strategy around it and better meet their needs.