How To Get People To Buy From Your Business

So you have decided to set-up your own online business, or whatever business for that matter.

But what are you going to sell, and how are you going to get people to buy from you?

To answer this question, you first need to understand why people buy things and the main reasons for them doing so.

This is where the idea of motivation and emotions come into the picture. When you understand the ways in which specific situations can influence motives and emotions in people. You can better design products and services for them to buy.

So what is motivation?

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Motivation is the persistent need in a person to buy, and can include a number of things such as the following:

1. Sex
2. Hunger
3. Power
4. Appearance
5. Security

So lets say for example; you decide to make a digital book. You must consider a number of things, if you want it to stand a better chance of being successful. You must ask yourself this question; does by digital book meet any of the following criteria?

The basic needs of a person

This motivator is in us all, since it is the basic need to survive, so for example; a digital book on how to cook a certain type of meal would meet the basic needs of a person.

Providing convenience for a person

If you can design a product or service that saves a person time, then you could be onto a winner. The many mobile apps that you see today are an example of this, since they provide some convenience to the user. A person can know what time the next train is leaving by just pressing a few buttons.

Providing safety and security for a person

If you can provide peace of mind with a product or service, then this too will lead to more sales. People want to feel safe in their everyday life, so a product that allows users to browse the internet safely is an example of this.

Fulfilling the ego of a person

The ego is in us all, no matter how small, since we all want to feel and look good. You can see this today with all the success of weight loss, and muscle building products and services. This motivator is based on emotion, and so is very strong, under the reasons as to why a person buys.

Making life fun for a person

You can design a product or service that doesn’t really meet a practical purpose, but as long as it provides fun for a person, it will sell. We see this every day in the purchases of the latest TV sets and video gaming systems.

So what are emotions?

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Emotions are the forces that influence the decisions a person makes when buying a product or service, and can include a number of things such as the following:

1. Happiness
2. Love
3. Pride
4. Hope
5. Desire

Emotions help to shape a person’s thoughts, perceptions and judgment when deciding to buy. So emotions trigger the motivation to do something in response to some type of feeling.

Emotions are important because they influence a response and behaviour in a person. In other words, emotions can influence a person and make them buy your product or service.

People will buy your product or service if they achieve some sort of emotion from doing so. If a person can link a positive emotion between themselves and your product or service, such as the fulfilment of a need, then they are sure to buy from you.

Now that you have some understanding of motivations and emotions. You can go a step further and not only use this knowledge to design products and services which meets the basic needs of people. But you can also use this knowledge to reach them on a deeper level.

If on a deeper level, you create a product that a person can link his or herself to. You will find that this person will buy your product, time and time again. When you understand that emotions kick-starts a person’s motivation to buy, you will then be able to use this knowledge to market your product or service.

For example; if you aim to sell a digital book about healthy eating. You can present it as bringing more energy, vitality and overall happiness to a person’s life. The whole idea is to identify the emotional benefits that your product or service will bring to a person’s life, and then use this as the motivation to get them to buy.

If you intend to make your products or services a real success, it is important for you to ensure that they stimulate emotions in people. You can achieve this by doing the following 3 things:

1. Try to get personal with potential buyers

You can do this by creating a product or service that shares a real life story with people. So for example; you could put together a digital book that shows your own personal achievements in losing weight. This would help to stimulate real excitement about your product or service.

2. Highlight the benefits of your products or services

You must tell people about the benefits of your products or services, highlighting exactly what it can do for them. The idea is to show the benefits and not the features.

One of the benefits of your weight loss digital book could be the following:

• Lose 4 pounds in 2 weeks.

While the feature which you would not highlight could be the following:

• Download it now in pdf format.

3. Prove to your potential buyers

You can do this by providing testimonials, demonstrations, samples and free trials of your products or services. This will help to create emotional excitement and trust with your potential buyers.

So if you want people to buy from your business you must ensure that your products or services appeal to an emotion. People will always buy from you, when they are motivated by the benefits of your products or services.

So if the products or services erases a discomfort cause by an emotion, you will always enjoy a successful rate of sales.

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