Archive for July 3rd, 2008

What Motivates Us To A Buying Decision?

By Rod Moore on Jul 3, 2008 in Persuasion | comments(0)

frustrated womanSo what motivates us to make a positive buying decision?

This is a great question to ask and one that every small business owner must know the answer to. The motivational giant Tony Robbins tells us that we are motivated either by PAIN or PLEASURE. Of the two PAIN is more motivating.

So how can we apply this knowledge to marketing?

Well people are more motivated by the PAIN of their current situation than they are the potential PLEASURE of the future. So when marketing our products of services you can improve your success rate by focusing on the PAIN currently being experienced by your target market.

PAIN accounts for up to 80% of the motivation to make a buying decision. It is the PAIN of the current situation that gives us the compelling desire to change.

So you want to spend 80% of your marketing time and effort talking about their PAIN and 20% talking about their potential PLEASURE. The key of course is to link your product or service to the solution that will get them out of PAIN.

Popularity: 7% [?]