Vadim Kotelnikov    

What Makes People Buy

Drivers and Justifications

   

Business e-Coach     

    

What Makes People Buy Customer Needs Winning Customers Emotional Marketing Subconscious vs. Conscious Differentiation: 4 Steps Sales Success Retaining Customers Surprise Customers Empathetic Marketing Customer Service Customer Partnership Customer What Makes People Buy, Why Customers Buy - Drivers Conscious and Subconscious, EMotions

Love for customer quotes Vadim Kotelnikov, differentiate from compeitors, photogram Irina, pigeons

Customer Needs    Understanding Risks Perceived by Customers

Happy Business    Love Your Customers    White Marketing

 

 

The Most Useful Dictionary

Customer is not an object of marketing, Customer is the one who, if pleased, pays your salary, and, if excited, brings you joy and inspiration... More

   

  Surprise To Win: 3 Strategies

 

 

 

Knowing Customers

What e-Courses People Buy (Global Insight)

Cultural Differences

Top 10 Subconscious Values    Listening To Customers  >>  Tips

Deep Motivators of Consumers

 

Virtuoso Marketing

Kore 6 Slides    Creative Marketing    Credibility Marketing

Emotional Marketing  >> Success Stories

Differentiating With Different Types of People    Marketing To the Subconscious

Buzz Marketing  >> Success Stories

 

 

Successful Salesperson

Selling with NLP: 8 Steps of Active Listening    Question-based Selling (QBS)

 

First-Time Purchases

When people buy new products their buying decisions are usually driven by emotions and justified by logic. People tend to buy with their hearts and rationalize with their heads.

Selling Is Problem Solving

Sell Benefits

Focus on Emotional Drivers

To win customers over, think behaviorally. How can you overcome your prospects’ resistance to change, disrupt their old behavior, initiate a new desired behavior and turn it into a habit?

Differentiate your brand and product from competitors, emphasize benefits, create a great unique selling proposition (USP), build credibility and trust, and use emotional triggers to achieve your goal.  

For instance, colors, videos and music are strong emotional differentiators. According to the University of Loyola, Maryland, color increases brand recognition by a whopping 80%.

Psychological triggers are strong motivational factors that can evoke a sale. Some powerful psychological triggers are a guarantee of satisfaction, curiosity, opportunity, fear, and guilt.  >>>

Recurring Purchases

When a person has repeated a purchase many times, the buying process turns into a habit. The conscious mind hands over the decision power to the subconscious mind that works millions of times faster.

Subconscious vs. Conscious

Leading brands build loving customer relationships,  make it easy for the customer to buy from them,provide great empathetic service and partner with their key customers in order to get better customer insight, create greater value innovations and thus retain existing customers and win new ones.   

Brand owners who want to steal customers from their competitors need to understand that they are not competing against rival brands as much as they are competing against their prospects’ existing habits, subconscious thinking and resistance to change.