Profit from WHY customers want to buy your products or auctions or …

Have you ever

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asked yourself….

Why do people buy stuff?

Yes yes, I know, you probably lie awake at nights pondering this very question!

But I really hope you DON’T answer:

Because they need it.

No no no no no! Let’s be serious here:

• Do we NEED an iPhone?
• Do we NEED $79.97 containers of skin moisturizer?
• Do we NEED sleeveless karate gi’s?

Well, actually, okay. ‘COURSE we need sleeveless karate gi’s … especially if one possesses (like I do) deltoids to die for!!!!!!!

Wait a sec! That’s just plain silly! You can do karate in a plain white gi – why would you say you NEED a sleeveless uniform?

Wouldn’t instead you say, you WANT one?

Hmmmmm?

Let’s take another example. Why on earth would you NEED an iPhone – no push email, no GPS, heck, the Blackberry is already a tried-and-true customer tool?

Couldn’t you make do with something else….but you WANT an iPhone?

See what I mean?

People generally don’t buy things because they need them – they buy them because they WANT them. They’ve either been sold on solutions the items provide…or they’ve made a concrete decision in their minds that they HAVE to have it.

Think about it – would you buy the old-style boxy Volvo because they’re sooooo sexy…or woudl you buy because they have safety features built in that will protect your family and loved ones in case of a horrible accident?

Well?

I rest my case.

In general, people do NOT buy because of features.

They buy because of the solutions those features provide.

I didn’t buy a sleeveless karate gi because of the comfort or the cut or the lightness of the garment. I bought it because I look super in it!

So now…..

Tell me.

Why do people buy your products?

Why SHOULD they buy your products?

What solutions do your products deliver?

When you’ve brainstormed and analyzed the above three questions…you can then slant your future marketing to really driving home all the super benefits your customers will receive from simply parting with a few of their dollars. And believe you me…that will help boost your income like nothing else.

Enjoy!

Barbara

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