All business owners out there want to know the answer to this exact questions The desire is to motivate the people and make them make a purchase but this is much easier said than done. However, if you manage to do it, sales are going to be boosted. This is a goal for many business owners.
Gordon Tang points out that some time ago the main rule to remember was to offer something that people actually need. The reasoning was that this was what they wanted to spend money on. Such an approach was highly effective years ago but things are different right now.
According to statistics, we live in a media driven society, with people spending more and more money on things that they just like. This includes high tech electronics, smart TVs and specific leisure activities. More is actually spent on these than on necessities like shelter and food.
Every single time that a service or a product is to be sold, it has to be properly presented as something that the prospect is going to really want. All sales tactics and marketing campaigns have to be focused on what is in it for the buyer. Benefits need to be stressed and buyers have to feel that the product is something that is an absolute must-have. If someone feels he cannot live without something, the purchase will be made.
People do get pleasure from the purchases made. You are not going to see someone just walk into the car dealership and then buy the latest vehicle because it is needed. This is something that is done because the person feels great when driving that car. It might be due to the really comfortable seats, power windows or status associated with the car. No matter what the reason is, the decision is based on a desire, not on a need.
Want is not the sole thing that is motivating a purchase. The truth is that it is a leading factor but so many other triggers could motivate buyers to spend money. As an example, the service or product can be connected to consumers in some specific way in which help can be gained. This includes but is not limited to saving time, make more money, become comfortable, be healthier, be happier and be more popular. It can also be in order to increase enjoyment, avoid trouble, escape sadness, attract opposite sex and make life easier.
Remember that the competition is huge in every single industry out there. Sales departments are working more than ever in an attempt to fully understand what potential customers want. This is now a priority that should never be dismissed. If you do not manage to highlight why someone would be interested to make a purchase, it is a guarantee you will not be able to actually increase sales. A proper research is necessary for great results to appear. Never skip this really important step if you want to make the entire business grow at a rate that you did not expect in the past.