Psychological Secrets That Turn Prospects Into Customers

When it comes to choosing from what you want versus what you need.  More often than not, “wants” wins out.  Shoppers are motivated by need but it is desire for more than just the basics that clinches the deal. 

Needs are meeting the basic essentials for our daily lives such as basic transportation, clothing, food and shelter.  Wants on the other hand, is a desire for things that improve our quality of life.  So, although it may be more practical to buy a used car to get to and from work, few of us would deny really wanting a new car instead.  This plays out in all of our decisions, do I get the basic plan that meets my needs or the upgrade with the nice extras I would really enjoy?

Online shoppers look for items only after they’ve decided to purchase.  The main motivating factor is convenience.  For most online shoppers, price is not the top motivating factor, thereby, placing greater value on saving time over money.  Often times, once a buyer has found the item they were searching for,  a well written sales copy can appeal to the desire to improve their quality of life with a little extra often in the form of an upgrade.

Why is wanting such a powerful motivator?  Advertising has done an excellent job in convincing us that the basics are not good enough.  It’s not enough to get by driving a used car.  What would your co-workers say?  What about your image? 

People are highly motivated by having the best or the newest gadget.  Think about the long lines of people who wait outside of retail stores to purchase a limited item such as a new laptop or video game. 

Take a cue from the large retailers and craft your sales copy to speak directly to a person’s wants.  Retailers understand this concept and know how to center their marketing and advertising campaigns to appeal to it. 

There is so much more to know about this topic.  I can’t possibly cover it here.  You can download the special report entitled, “7 Hidden Psychological Secrets to Maximum Sales” at www.buildmynetwork.org .