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Digg it UP - Turn Prospects Into Customers By Triggering The Core Buying Emotion
As children, we are encouraged to do our chores, use our imaginations, and play well with others. How can we as adults (and business owners) learn from the same lessons? The rules of our youth still hold true in today’s business environment—no m
Know Thy Prospect
To get to his core emotions, you have to know your prospect well. Intimately well. You have to know more than just demographics. What is he worried about? What frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begin to see your prospect as a living, breathing human bei
What is Business Process Management?To stay competitive in the marketplace a business needs to be cost effective. This is largely accomplished by streamlining the operations of the business and making sure the processes are running at pea
Every purchase, every day, everywhere is made based on emotions. They’re at the heart of our psychological decision-making process. In fact, studies have shown that people with injuries to the area of the brain responsible for emotions suddenly find it very difficult to make even the most basic decisions.
The key, then, to capturing that prospect’s attention and turning him into a loyal customer is to trigger the emotions that will make him decide he can’t live without what you’re offering.
The Core Buying Emotion
It’s the fuel that powers every sale – the Core Buying Emotion. The deep-seated feelings your prospect already has toward your product or service and the needs it will fulfill in his life.
He already has these feelings. Your job is to discover them, and stimulate them in your marketing.
But the CBE is complex, not just a single feeling. Just like gasoline is a complex mix of chemicals – a mix that differs from state to state, sometimes even city to city – the CBE is an intricate mix of feelings.
And just like pure crude oil won’t move your car, pure one-dimensional emotions won’t move your products. People don’t feel single, isolated emotions – and they certainly don’t buy on them.
Know Thy Prospect
To get to his core emotions, you have to know your prospect well. Intimately well. You have to know more than just demographics. What is he worried about? What frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begin to see your prospect as a living, breathing human bein
Tupperware? That was my initial thought, too. I pictured the Tupperware parties of which I’d heard so often – and the sole party I intended. How could you raise money with a Tupperware fundraiser if everyone had to attend a party somewhere? And
The key, then, to capturing that prospect’s attention and turning him into a loyal customer is to trigger the emotions that will make him decide he can’t live without what you’re offering.
The Core Buying Emotion
It’s the fuel that powers every sale – the Core Buying Emotion. The deep-seated feelings your prospect already has toward your product or service and the needs it will fulfill in his life.
He already has these feelings. Your job is to discover them, and stimulate them in your marketing.
But the CBE is complex, not just a single feeling. Just like gasoline is a complex mix of chemicals – a mix that differs from state to state, sometimes even city to city – the CBE is an intricate mix of feelings.
And just like pure crude oil won’t move your car, pure one-dimensional emotions won’t move your products. People don’t feel single, isolated emotions – and they certainly don’t buy on them.
Know Thy Prospect
To get to his core emotions, you have to know your prospect well. Intimately well. You have to know more than just demographics. What is he worried about? What frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begin to see your prospect as a living, breathing human bei
Name recognition brings back memories. People will remember an individual’s name before they remember the name of their business. This simple fact can gain your business recognition, and give your business the Brand Identity necessary to move in
He already has these feelings. Your job is to discover them, and stimulate them in your marketing.
But the CBE is complex, not just a single feeling. Just like gasoline is a complex mix of chemicals – a mix that differs from state to state, sometimes even city to city – the CBE is an intricate mix of feelings.
And just like pure crude oil won’t move your car, pure one-dimensional emotions won’t move your products. People don’t feel single, isolated emotions – and they certainly don’t buy on them.
Know Thy Prospect
To get to his core emotions, you have to know your prospect well. Intimately well. You have to know more than just demographics. What is he worried about? What frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begin to see your prospect as a living, breathing human bei
So many new shopping malls and supermarkets are put up every year. Many more are already in business. These shopping malls and supermarkets compete with the same customers, and because there are so many establishments of their kind, these compan
And just like pure crude oil won’t move your car, pure one-dimensional emotions won’t move your products. People don’t feel single, isolated emotions – and they certainly don’t buy on them.
Know Thy Prospect
To get to his core emotions, you have to know your prospect well. Intimately well. You have to know more than just demographics. What is he worried about? What frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begin to see your prospect as a living, breathing human bei
An organisation’s competitive advantage and therefore achieve long-term success is driven by two key factors: The efficiency and effectiveness of their processes to deliver quality products and / or services The qualit
Know Thy Prospect
To get to his core emotions, you have to know your prospect well. Intimately well. You have to know more than just demographics. What is he worried about? What frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begin to see your prospect as a living, breathing human being with beliefs, feelings and desires, you can begin to uncover his core emotions. You’ll begin to see the individual chemicals that make up the complete mixture.
And then you can decide how to ignite the fuel that powers the sale!
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