Identify and Satisfy
To sell benefits, you must first
understand conscious and unconscious
customer needs, preferences, interests. and
If you sell a
radically new customer value, you may need to
create new customer needs and emotional drivers.
Obtaining deep customer insight is the
first step in building a meaningful dialogue with your prospects and
creating campaigns that are so relevant that your target audience
will consider your marketing communications a
differentiating, value-added service.
Ask your customer questions that will uncover their both
conscious and unconscious needs for your products.
Listen to theirs emotions in order to understand the needs and
risks perceived by customers better and to be able to tailor the
benefits you sell to what your prospects really want.
Surprise To Win:
You must also understand
what makes people buy and know how to prompt their action. Focus
on emotional drivers. Be
persistent. Send periodic follow-ups to prospects and remind
them of the advantages of buying your product.
Display third-party endorsements from experts
who look and sound real.
Testimonials on how well your product worked
for them are one of your most powerful selling tools. People of all types,
feelers, are interested in feelings
Nothing says, "Buy it now!" like an unbiased
Social Media Marketing:
Subconscious Values and Motivators
Unconscious core values operate
automatically largely out of our awareness. They are not specific to
any particular situation. Being at the root of our
they color what we think or do in every situation. For most people,
top subconscious values are self realization, security, sexual
harmony, and adherence to tradition...
Offer a Bonus and
Give a Deadline
Nothing prompts sales like a bonus. So
provide a bonus for purchasing your product and give your
prospective customers a deadline for getting your bonus. Many people
buy because they don't want to miss out on a special deal.