A customised sales strategy hinges on how exactly you know about your buyers’ motives. If you take stock of their motivation behind buying your products, you will never fail to clinch a deal.
Of course, you cannot read people’s minds, but there are specific ways to check what has made them interested in buying your products and services.
For instance, suppose you want to buy a budget-friendlier watch. You would undoubtedly seek qualitative products, but that comes in your budget. A salesperson would show you an extensive range of collections which helps make the most of your money.
Since a salesperson identified your motive – buying a good watch on a budget – they were able to provide you with a great shopping experience. When your customers are happy, they will tend to visit next time too.
Buyers’ motives you should keep in your mind to increase your sales
If you want to take your sales graph up, you must know the buyer’s motivation factors. This will help customise your sales strategy and result in higher sales.
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1. Need
Ask yourself what it is that prompts you to buy a product. Of course, need it is. Likewise, your buyers will more likely consider your offerings if it tends to solve a problem they are currently facing.
However, capitalising on your buyers’ needs hangs on how well they are aware of potential issues they are likely to face in a particular situation. When you interact with your customers, you should never assume that your prospects comprehensively understand their situation.
Customers are smart, and now they do research before contacting you to ensure not to get swindled. Yet, they have half-knowledge. It is crucial to describe what kinds of problems they are likely to face and how your product can deal with all of them.
Some buyers may clearly understand their problems and how they can benefit from your product, but some may need little guidance.
2. Fear
Fear is a powerful catalyst for action. This is the best tactic that many companies use to cause as many customers as possible to buy. When customers see a product is on sale for a limited period, they have a fear of missing out.
They know that everybody knows about the sale offer and everybody would like to make the purchase before an item run out of stock. People who need that item urgently and desperately will be more active in taking action.
Though this seems an unethical way to persuade people to buy your products, this is the most effective way. Introducing the FOMO factor in your sales strategy immediately increase the number of sales, taking the graph up.
3. Health
You will be surprised to know but it is true that health is a paramount motivation factor that contributes to your sales. According to research, over 40% of people are ready to pay more if they find a product will help them live a better life.
If your product is able to create an impression that it will improve their health and safety experience, they will be more interested in buying it. However, it is not as simple as just making claims. No customer will ever entertain outlandish claims.
You will have to show and prove how your product ensures better health of your customers. Without compelling and strong evidence it will be all but impossible to convince your users to invest in your products.
If you address urgent health concerns, you are more likely to be able to sell your product.
4. Impulse
Not all the time do consumers give enough thought to the purchase they make. One of the reasons why some vendors have higher sales is that they capitalise on impulsive shopping behaviour. As you see a product at a discount, you immediately get ready to buy it.
Some people do it just for the sake of shopping while others feel that they are saving money. Customers will be more tempted to buy your product when you show urgency. Urgency and acceptance go hand in hand.
Your prospects know that there are several other customers as well who would want to make a purchase of your product. In order not to lose such a great offer, they will quickly place an order. They do not even realise if they actually need that product.
5. Pleasure
Shopping brings pleasure as there are many customers who make frivolous purchases. It is often suggested that you buy only when needed, especially if you are in a tight spot, but some people shop to break the monotony.
They do not even realise that superfluous purchases are just killing their budget, making it more difficult to pay down long term bad credit loans in the UK. These kinds of purchases just fulfil their wants, not needs.
When a consumer visits you to look for products they can buy, you should figure out if they satisfy their wants or needs. Someone who is looking to buy a pair of designer glasses will have a motive of pleasure, and hence you can pitch them even for more expensive products.
However, this may not be applicable to someone who is looking for mosquito repellent. When you know the motive behind the purchase, you are more likely to offer the right kind of product. It helps make the buying experience of your users more satisfying.
6. Financial gain
Your prospects may also be businesses. This is the case when you are into B2B marketing. Different motives will affect your sales graph if you sell your product to a business. Their primary motive for investing in your product is to improve their business operations.
They may want to improve the productivity of their employees, or they may want the software to track the buying behaviour of their customers. It is vital to know their motive for buying your product or service.
However, selling to another business is not as easy as selling to a customer. You will have to prove your authority in the related field. Make sure you have strong evidence to prove your authority. Just telling will not help at all to make your sales complete.
As such prospects are more likely to be at stake than those who just buy products out of pleasure, you will need to work harder to convince them. You need to ensure that they are in good hands and your product has the potential to help them gain financial benefits.
Case studies and real testimonials direct from customers can make your task easier.
7. Aspirations
Some customers buy your products for self-improvement. Examples of such motivation factors include buying a gym membership and online courses. Such kinds of purchases are not made in pursuit of fear or pleasure.
While selling to buyers motivated by aspiration, you should emphasise the benefits they can avail of by using your product. Let them know how your product can contribute to their self-improvement.
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The final word
Buyer motives that you must be aware of include need, pleasure, fear, aspirations, and financial gain. You must identify the motive of each consumer behind their purchase so you can offer a personalised sales experience.
