Needs Verses Wants

On June 12, 2012, in Uncategorized, by John Ekonomou

People pay more for what they want, rather for than what they need right? Just have a look around your house and see how many things you have bought because you wanted them not because you needed them. Needs are price shopped wants are not. Remember if your customer really wants something bad enough they […]

People pay more for what they want, rather for than what they need right? Just have a look around your house and see how many things you have bought because you wanted them not because you needed them. Needs are price shopped wants are not. Remember if your customer really wants something bad enough they will buy it.

By identifying your “ideal paying client” you can begin the process of becoming “The First” to market to those people. You are also beginning to see how it maybe easier to start speaking their language in an easier way, eliminating the possibility of using the general over-used messages that everyone else is using.

This is the corner stone of what makes positioning work, which is identifying the ideal paying client beyond just demographics, beyond just psychographics, it goes down to deep core desires. There is no greater value than understanding the primary desires of your market. The question to ask is “What do they want”.
There are 4 Elements to what a person wants.

1. The customer may be or not be aware of their deep core desires?

2. This is what drives their daily decisions from the moment they wake up they are all driven by their primary desires.

3.We need to find out what’s really important to them.

4.When you know what their core primary desires are, then its easy to make your offer irresistible without trying to convince them.

This all about attracting not convincing, that’s why the customer acquisition costs are lower. Think about it, if you know what your customer really wants, then all we need to do is to fulfill that want.People pay more for what they want not for what they need.

The first 3 on the list are a given or is expected in business, so please stop using good service, quality, and price for your marketing messages.

Remember needs are necessities and wants are experiences. Here are some examples below on some of the desires that come from:

Service – Speed – quality – experience – ex. Disneyland
Quality – Prestige – easy – ex. Swiss made watches
Price – Value – prestige – power – ex. Box seats
Car – Prestige – ex. Mercedes
Toilet paper – ex. Charmin Ultra Soft
Soap – Dove – moisturizing – beauty
Ketchup – Taste intoxication
Water – Bottled – easy

Spending To Much Money Trying To Get New Customers???

FromMyWhiteBoard.com

You know there are strategies you can use to lower your customer getting methods by 50% or more...

To get more customers cheaper you need to do a 3 simple things...

1. Position Yourself To Be So Different That No-One Can Compete With You...

2. Become The Obvious Choice For Your Customer

3. Make Your Marketing & Advertising Irresistible To Your Ideal Customer

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