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Casual Articles - Why Selling 'Wants' Always Outsells The Selling Of Needs.
Sun Tzu in the Art of War talks about the perils of a leader who lacks the ability to be decisive. When battling in business today, you are watched very closely as a leader. One thing that teammates of a leader will not forgive is lack of certainty. By your words, voice qualities and body language - you either transfer certainty or you transfer doubt. People want to follow a leader who can clearly pa
Well, the most valuable time you can ever spend BEFORE you market anything (on the web or anywhere else) is the time you spend identifying what the real and/ or (perceived) needs (aka wants) of your target market group actually are.
The fortunate thing about marketing on the web is that (if you know what you're doing) the web will actually TELL you what your potential customers WANT. It's called keyword re
Reconciling your VAT is one of the easiest tasks using Sage Software and yet so many small businesses seem to struggle with the task.It's the end of the VAT quarter and panic sets in because they have to check lots of reports and they aren't entirely sure what they are doing.When introduced to a new client I have always asked the question "How long does it take to reconcile your VAT retu
Well, in reality a television set is NOT something we need, it's something we believe we need. In fact our Human 'needs' are relatively few. We need shelter, food, love, and purpose in our lives. Owning a television set is not anywhere to be found on any known list of Human 'needs'.
So, what on earth does this astute observation about Human needs have to do with television or Internet marketing practices?
A lot.
You see marketing has little to do with our basic Human needs. However, it does have a lot to do with appealing to our Human wants. Marketing strategy is situational or circumstantial. The 'big' marketing term used here to explain this is 'phychographics'. It may also be called 'positioning'. However, whatever marketing techno-babble is used it means 'situational or circumstantial' selling. Don't get confused by the marketing techno-talk.
Wants are different from needs.
For example if you are hungry you know you NEED food. However, the choices you make about what to eat will directly relate to your own existing circumstances.
If you were sitting in the middle of a drought stricken country where there was little food to eat you would not be concerned about WHAT you ate. Your prime concern would be about eating ANYTHING to survive.
However, if you were living in a place with abundant resources, and you had a 6 figure income you would have different 'needs'. You would probably be making life changing decisions like, 'which wine should I drink with dinner, the red or the white'? This is not about survival. This is not about need, it's all about wants.
Now, I'm sure you've heard it all before, "know your customer". If you know your customer and can fulfill their "needs" (aka wants) then your business will succeed.
So, how do you do that 'know your customer stuff' (especially if you haven't got any customers yet)?
Well, the most valuable time you can ever spend BEFORE you market anything (on the web or anywhere else) is the time you spend identifying what the real and/ or (perceived) needs (aka wants) of your target market group actually are.
The fortunate thing about marketing on the web is that (if you know what you're doing) the web will actually TELL you what your potential customers WANT. It's called keyword re
Yes!It's a proven thousands of times every day. A well-definedbusiness image will increase sales by making your companymore "credible". The return on investment for using businessHere's why.According to Bill Gluth, Creative Strategist with DevelopYour Vision, The 3 main aspects that need to be establishedfor customers to buy from yo
A lot.
You see marketing has little to do with our basic Human needs. However, it does have a lot to do with appealing to our Human wants. Marketing strategy is situational or circumstantial. The 'big' marketing term used here to explain this is 'phychographics'. It may also be called 'positioning'. However, whatever marketing techno-babble is used it means 'situational or circumstantial' selling. Don't get confused by the marketing techno-talk.
Wants are different from needs.
For example if you are hungry you know you NEED food. However, the choices you make about what to eat will directly relate to your own existing circumstances.
If you were sitting in the middle of a drought stricken country where there was little food to eat you would not be concerned about WHAT you ate. Your prime concern would be about eating ANYTHING to survive.
However, if you were living in a place with abundant resources, and you had a 6 figure income you would have different 'needs'. You would probably be making life changing decisions like, 'which wine should I drink with dinner, the red or the white'? This is not about survival. This is not about need, it's all about wants.
Now, I'm sure you've heard it all before, "know your customer". If you know your customer and can fulfill their "needs" (aka wants) then your business will succeed.
So, how do you do that 'know your customer stuff' (especially if you haven't got any customers yet)?
Well, the most valuable time you can ever spend BEFORE you market anything (on the web or anywhere else) is the time you spend identifying what the real and/ or (perceived) needs (aka wants) of your target market group actually are.
The fortunate thing about marketing on the web is that (if you know what you're doing) the web will actually TELL you what your potential customers WANT. It's called keyword re
Throughout history, teaching has been considered a noble profession, where the transformation of students is not an abstract concept, but an attainable goal. And while American education is being challenged by society to prove the merits of its existence, it is truly the last bastion for students. It is through formal schooling where they acquire the necessary knowledge, skills, and dispositions to
Wants are different from needs.
For example if you are hungry you know you NEED food. However, the choices you make about what to eat will directly relate to your own existing circumstances.
If you were sitting in the middle of a drought stricken country where there was little food to eat you would not be concerned about WHAT you ate. Your prime concern would be about eating ANYTHING to survive.
However, if you were living in a place with abundant resources, and you had a 6 figure income you would have different 'needs'. You would probably be making life changing decisions like, 'which wine should I drink with dinner, the red or the white'? This is not about survival. This is not about need, it's all about wants.
Now, I'm sure you've heard it all before, "know your customer". If you know your customer and can fulfill their "needs" (aka wants) then your business will succeed.
So, how do you do that 'know your customer stuff' (especially if you haven't got any customers yet)?
Well, the most valuable time you can ever spend BEFORE you market anything (on the web or anywhere else) is the time you spend identifying what the real and/ or (perceived) needs (aka wants) of your target market group actually are.
The fortunate thing about marketing on the web is that (if you know what you're doing) the web will actually TELL you what your potential customers WANT. It's called keyword re
We’ve all heard that leaders should lead by example; that people pay more attention to our deeds than our words. This is completely true. What is implied by this truth, but not always articulated, is that people will follow whatever example we set.To be a remarkable leader then, we must make conscious choices to set the right examples – to lead in directions we want people to follow.
Now, I'm sure you've heard it all before, "know your customer". If you know your customer and can fulfill their "needs" (aka wants) then your business will succeed.
So, how do you do that 'know your customer stuff' (especially if you haven't got any customers yet)?
Well, the most valuable time you can ever spend BEFORE you market anything (on the web or anywhere else) is the time you spend identifying what the real and/ or (perceived) needs (aka wants) of your target market group actually are.
The fortunate thing about marketing on the web is that (if you know what you're doing) the web will actually TELL you what your potential customers WANT. It's called keyword re
I don’t like the title of this article. It sounds boring. It doesn’t do the topic justice. Here’s why:You are about to discover the most powerful single concept in making your business profitable. This one key—if applied—will produce more and higher profits for you than any other single piece of information.Let’s dig in.Having a profitable business online or off is really abou
Well, the most valuable time you can ever spend BEFORE you market anything (on the web or anywhere else) is the time you spend identifying what the real and/ or (perceived) needs (aka wants) of your target market group actually are.
The fortunate thing about marketing on the web is that (if you know what you're doing) the web will actually TELL you what your potential customers WANT. It's called keyword research.
Understanding how people search on the web, and what they search for is the foundation stone needed to grow ANY successful Internet business.
Keyword research will tell you much more than how to get on the front page of Google. It will tell what products to develop, or promote. It will tell you how to promote these products to the right market, and it will also tell you reams about your potential customers BEFORE you invest one dollar on the promotion of anything.
Mastering keyword research techniques will tell you whether your potential customers 'want'... a television set or 'need' a steak sandwich.
Live Well. Expect Success!
Kenneth Doyle - eAnalyst
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