The Secret to Motivating Shoppers
The Secret to Motivating Shoppers
When it comes to choosing what you want versus what you need, more often than not, wants win out over your needs. Shoppers are motivated by need but it is the desire for more than just the basics that clinches the deal.
Did you know that 80% of online shoppers are women? In fact, women control the majority of household spending. A recent TV commercial from Walmart speaks directly to women, saying "Make your home look like it came out of a magazine. Save money and shop more at Walmart."
Needs are meeting the basic essentials for our daily lives such as basic transportation, clothing, food and shelter. Wants on the other hand, is a desire for things that improve our quality of life. So, although it may be more practical to buy a used car to get to and from work, few of us would deny really wanting a new car instead. This plays out in all of our decisions, do I get the basic plan that meets my needs or the upgrade with the nice extras I would enjoy?
Why is wanting such a powerful motivator? Decades of advertising has done an excellent job in convincing us that the basics are not good enough. It’s not enough to get by driving an old car. What would your co-workers say? What about your image? Aren't you worth a new car, a large house and HD TV? These messages are disseminated to us from all sides. These messages are reiterated to us through television, print, radio and through the internet. Who can resist such an onslaught? That is why people are highly motivated to possess the priciest, newest gadget. Think about the long lines of people who wait outside of retail stores to purchase a new release or limited stock item such as a new laptop or video game.
Retailers understand this concept and know how to center their marketing and advertising campaigns to appeal to our desire for more than enough. Take a cue from the large retailers and craft your sales copy to speak directly to a person’s wants. Does some research into a shoppers psyche. Knowledge is power.
The Secret to Motivating Shoppers - To learn more about this author, visit Annette Novoa's Website.
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For most online shoppers, price is not the top motivating factor, thereby, placing greater value on saving time over money. Online shoppers look for items only after they’ve decided to make a purchase. The main motivating factor for online shopping is convenience. Often times, once a buyer has found the item they were searching for, a well written sales copy can appeal to the desire to improve their quality of life with a little extra.
When it comes to choosing what you want versus what you need, more often than not, wants win out over your needs. Shoppers are motivated by need but it is the desire for more than just the basics that clinches the deal.
Did you know that 80% of online shoppers are women? In fact, women control the majority of household spending. A recent TV commercial from Walmart speaks directly to women, saying "Make your home look like it came out of a magazine. Save money and shop more at Walmart."
Needs are meeting the basic essentials for our daily lives such as basic transportation, clothing, food and shelter. Wants on the other hand, is a desire for things that improve our quality of life. So, although it may be more practical to buy a used car to get to and from work, few of us would deny really wanting a new car instead. This plays out in all of our decisions, do I get the basic plan that meets my needs or the upgrade with the nice extras I would enjoy?
Why is wanting such a powerful motivator? Decades of advertising has done an excellent job in convincing us that the basics are not good enough. It’s not enough to get by driving an old car. What would your co-workers say? What about your image? Aren't you worth a new car, a large house and HD TV? These messages are disseminated to us from all sides. These messages are reiterated to us through television, print, radio and through the internet. Who can resist such an onslaught? That is why people are highly motivated to possess the priciest, newest gadget. Think about the long lines of people who wait outside of retail stores to purchase a new release or limited stock item such as a new laptop or video game.
Retailers understand this concept and know how to center their marketing and advertising campaigns to appeal to our desire for more than enough. Take a cue from the large retailers and craft your sales copy to speak directly to a person’s wants. Does some research into a shoppers psyche. Knowledge is power.
The Secret to Motivating Shoppers - To learn more about this author, visit Annette Novoa's Website.
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