People Buy Wants Not Needs
Have you ever bought something that you do not need before? I did and I believe you were in the same state as me. Have you ever wonder why we buy things we do not need in the first place? For example buying of a BMW 5 series car instead of a Honda car, travel to another country in the first class or business class instead rather then economy class? Do you really need them? No, you don’t! You are buying the experience, you WANT to have that experience. An experience that is above the norm.
It is because we as human beings know that by buying somethings we will have this result just like buying a lottery ticket, in hope to get rich in an instant. “People buy wants not needs” is our topic today.
By taking advantage of this ‘human want’, we can use words that will trigger our human emotions to buy, bringing them the future they desire or experience they want to have.
That is why in every sales copy, there is a consequences of buying and not buying the product or service. For example for BMW car, if you do not own the BMW 5 series, your status is not known to your peers (especially to your rich peers). Selling the consequence process is so important that you can focus less in other sales copy, but forgetting to sell the consequences will actually turn your readers off. There are two types of consequences:
- Positive: Having this product or service will give/experience to the owner. A vision of hope for the readers.
- Negative: Not having this product or service. The things the readers will miss out if they do not own it now.
The two consequences are very important in a sales copy, but the negative consequences will drive the readers to buy it, so your negative consequences will drive the readers to buy it, so your negative consequences must be stronger and more drill in. Why do I say that? It is because most of the people in the world are driven by negative emotion more than positive emotion. For example will you be motivated to save $1,000, or are you motivated to keep that $1,000 from stealing? About 80% of the people will choose the later.
Remember to sell more on the wants rather than the needs, with consequences of buying and not buying. That is all for today’s internet marketing strategy, do comment below if you have something to share. To your success. Cheers!
