When marketing your product or service, what is it you are really selling? Is it the product or service itself or is it the benefit the customer feels afterwards?
Too many marketers try to sell the product and its features, which is just fine if you have a hot prospect who already knows what he wants but to the not-so-hot prospects the approach is a waste of time.
When people buy something they generally do so because of some want need or desire which is more often than not an emotional one. As a marketer you need to find out what a prospects emotional drivers are and pitch your product or service accordingly. Try to sell the outcome and feelings the prospect will have after the purchase.
People make purchases for emotional reasons such as:
To gain pleasure
To relieve a problem
To save time or money
To make more money
To be loved or popular
If you as a marketer can figure out what the emotions involved are you greatly increase your chances of success. So don’t sell how your weight loss program has been used by others successfully, instead sell how good the customer will feel after they have shed some weight and gotten fitter.
Powered by ScribeFire.
Posted under Marketing
This post was written by admin on October 29, 2007
