In general, we all want to increase the sales of our products or services. We try with promotions, bonuses and discounts, brand positioning, and various sales enhancement techniques. However, there is an easy way to increase product sales by focusing on human needs that shapes consumer behavior and increases their motivation to buy.
This technique is based on tailoring products (or services) to consumers, all in accordance with their basic desires and innate needs. Identifying and meeting these needs will bring you more sales and greater customer satisfaction.
Why do people buy exactly what they buy?
Each of these 11 needs finds its source in customer motivation to get the best product, ie. the product that has the highest usable value. Simply put, people buy a product because they are convinced that the product will fulfill the need they have at that moment.
1) Money
Everyone would like to have more money. Money, as one of the basic needs, is the ultimate motivator when it comes to buying decisions. If you manage to present your product in such a way that it saves money, or that the buyer can earn extra money by purchasing that product, then you have managed to get the full attention of your buyer.
2) Security
There is never enough security for us. As the need for money is firm and cold, so is the need for security warm and personal. Some people simply have the need to feel safe and do not want to go into risky shopping. Try to identify customers who have a greater need for security and highlight these aspects of your product.
3) To be loved
Consumer behavior is greatly influenced by the fact that everyone wants to be loved in society. The social aspect of our nature shapes our behavior and therefore the need to buy. The fact that we want to be loved and appreciated by our loved ones, family, neighbors, friends or work colleagues influences our need for belonging and serves as a strong motivator to buy products that fulfill these needs.
4) Status and prestige
As customers, we always secretly (or publicly) want the products we use to define us as a person of certain status. We all have the need to show ourselves in a light in which we want others to see us. This is a basic idea that has been best used by strong and expensive brands as they sell the products with the image of the buyer already using them..
5) Health
Everyone wants to live long and be healthy. As we all have the need to be fit and healthy, to live long and carefree, we are drawn to the products that make this possible for us.
6) Glory and recognition
When you position your product or service in such a way that the potential customer feels that using it will create a better status or improved social recognition, then you also create a desire for that person to buy your product or service. As the need for fame and recognition is a strong motivator, products or services that meet these demands often succeed in reducing the need to save money by giving you the opportunity to create higher prices for them.
7) Power, influence, and popularity
Similar to the previous point. The need for popularity, power, and influence over others is an extremely strong motivator. People have a need to buy products and services that will give them power and influence in society.
8) Being first in something
We all want others to see us as a modern person who keeps up with the times. Buying a product or service that will give customers the opportunity to be the first in something will give them an added edge over their competition and therefore an additional increase in profits for you. This is extremely visible in the field of tech products and services.
Many people will buy your product or service if they are the latest in the market. They simply want to be ahead of others, leading the way in innovation and technology. Their satisfaction lies in the belief that they have the latest or most modern product available on the market.
9) Love
Love is certainly one of the strongest motivators. Position your product to arouse an emotion with a potential customer, or to help them become more attractive or desirable as a partner or companion and thus cause love or attraction in the desired person. With that, you will create demand for that product.
10) Personal development
People want to become all they are capable of becoming. When we promote products that help people in personal development and their own success, we create a greater desire to buy.
11) Personal transformation
Perhaps the strongest abstract need in customer behavior and the need for which customers are willing to pay a higher price for a product or service is a desire for personal transformation. This is, in principle, a desire to change, towards a new, better new life, which will be fulfilled by the purchase of that particular product or service. These changes mean a significant change in the life of the customer and bring great satisfaction. Therefore, the customer is willing to pay a large price if there are indications that the product or service will fulfill his or her goal.
Increase your sales today
Knowing these 11 consumer traits, you can easily identify what needs your product meets and what your customers have that you can meet. If you need professional help, feel free to contact us so we can figure out the best way to market your products through online channels to customers ready to buy them.
