Why Buy?
Everyone has different wants and needs, especially when it comes to remodeling, or decorating a home. Not everyone however, buys the same thing for the same reason. I recently read, “How to identify the six basic buying motives,” an article found in the September 2009 issue of Selling Power magazine that I found interesting.
Some people buy for enjoyment, or improvement, while others may buy something to save money, or reduce their costs, etc. For example, some people may be interested in granite countertops for their kitchen because they want a larger area to entertain guests and enjoy the company of family and friends, or they may want to show off their home. Others may want to add granite countertops to their home to add resale value. Still others may buy granite countertops because of their durability and low maintenance features. Whatever the reason, it is important to identify motive, and then gear your products benefits to the persons circumstances.
Following are Six Basic Buying Motives mentioned in the article:
- Profit or Gain: The buyer may be looking for quality, saving money, or making a profit.
- Fear of Loss: Buyer wants to reduce costs, save time, reduce risk, or blame.
- Comfort and Pleasure: The buyer seeks enjoyment, comfort, attraction, etc.
- Pain Avoidance: The buyer may want less work, protection, or may want to save time.
- Love and Affection: The buyer values beauty, prioritizes family and friends, or may want social approval.
- Pride and Prestige: The buyer has a desire for fashion, or style, or acceptance from others. They enjoy a good public image.
Thanks for reading!
Barb
Posted in Granite, Marketing on October 27th, 2009 by Barb | | 0 Comments
