The decision to purchase or not to purchase is preceded by a complex decision-making process normally influenced by several factors. These factors are a combination of emotional considerations and facts are can be isolated and discussed by the marketing team to enhance their sales. They are the buy motives and are responsible for a customer's decision to buy a particular product as opposed to the other and to buy from one shop and not the other.
As a marketer, it is important to understand that the consumer is not going to buy the product as a result of your persuasion but due to your ability to arouse their motives. In order to succeed in this, you need a deep understanding of the instincts, the feelings, thoughts, and the emotions that determines the decision to purchase.
The consumer purchase motives can be categorized into product buying decisions and the patronage buying decisions. Under product category, there are emotional decisions and the rational decisions. The patronage decisions are also further subdivided into emotional and rational.
The client is invited to purchase one item rather than the other by the product buy motivations. Much of the time, these are physical variables, such as the product color, its size, weight, dimension, package, texture, and shape. However, physiological factors like the social status also matter.
Under the emotional product buy motivations are factors such as prestige, pride, emulation, imitation, comfort, affection, ambition, habit, thirst, hunger, need for sexual appeal, and the need to be unique or be distinct. Generally, these are not facts but just emotional considerations.
The other subdivision of product buying motivations is the rational product buying decisions. There is where conscious consideration and logic goes into the process of decision-making. The buy decision is based on facts rather than emotions. Some examples include durability, convenience, economics, safety issues, low prices, versatility, and utility.
The patronage motives form the other category. It basically focuses on why a customer may buy from a particular dealer or shop and not from other outlets. It tries to clarify why the purchaser disparages one merchant, and not the other. This is likewise further subdivided into rational and emotional motivations.
Under the emotional motivations, the particular reasons that make a buyer patronize a seller without relying on reasons or rational consideration. The factors such as the arrangement of products in the shop, the service given, habit, imitation, prestige, and shop appearance are some factors under this category.
The rational patronage on the other hands focuses on patronage decisions that are based on reasoning, analysis, and rational considerations. In this category, the issues like prices, the convenience, reputation, credit facility, efficiency, and reputation are some of the motivations.
The success in sales starts with success in profiling the potential clients by determining what really appeals to their motivations. By determining what appeals to each client, the marketing team can increase their chances of winning the client by over 80%. It may appear difficult at first, but with practice and experience, it is not difficult.
As a marketer, it is important to understand that the consumer is not going to buy the product as a result of your persuasion but due to your ability to arouse their motives. In order to succeed in this, you need a deep understanding of the instincts, the feelings, thoughts, and the emotions that determines the decision to purchase.
The consumer purchase motives can be categorized into product buying decisions and the patronage buying decisions. Under product category, there are emotional decisions and the rational decisions. The patronage decisions are also further subdivided into emotional and rational.
The client is invited to purchase one item rather than the other by the product buy motivations. Much of the time, these are physical variables, such as the product color, its size, weight, dimension, package, texture, and shape. However, physiological factors like the social status also matter.
Under the emotional product buy motivations are factors such as prestige, pride, emulation, imitation, comfort, affection, ambition, habit, thirst, hunger, need for sexual appeal, and the need to be unique or be distinct. Generally, these are not facts but just emotional considerations.
The other subdivision of product buying motivations is the rational product buying decisions. There is where conscious consideration and logic goes into the process of decision-making. The buy decision is based on facts rather than emotions. Some examples include durability, convenience, economics, safety issues, low prices, versatility, and utility.
The patronage motives form the other category. It basically focuses on why a customer may buy from a particular dealer or shop and not from other outlets. It tries to clarify why the purchaser disparages one merchant, and not the other. This is likewise further subdivided into rational and emotional motivations.
Under the emotional motivations, the particular reasons that make a buyer patronize a seller without relying on reasons or rational consideration. The factors such as the arrangement of products in the shop, the service given, habit, imitation, prestige, and shop appearance are some factors under this category.
The rational patronage on the other hands focuses on patronage decisions that are based on reasoning, analysis, and rational considerations. In this category, the issues like prices, the convenience, reputation, credit facility, efficiency, and reputation are some of the motivations.
The success in sales starts with success in profiling the potential clients by determining what really appeals to their motivations. By determining what appeals to each client, the marketing team can increase their chances of winning the client by over 80%. It may appear difficult at first, but with practice and experience, it is not difficult.
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