Persuasion – Mind Motivators – Part 1

When it comes to selling, you have to understand that people buy largely on emotion. Not logic.

For them to part with their hard-earned money, you have to first discover their innate wants and desires. We call these “mind motivators”. Once you get their sweet spot, keep pressing these emotional hot buttons.

As you slowly begin to understand what gets the buyer’s pulse racing, you can easily incorporate them in your sales presentation and sales copy.

Use it in your sales copy for PPC ad…landing page copy…banner…whatever!

Here are a few mind motivators for starters:

• Buyers want to avoid pain
• Buyers want to gain pleasure
• Buyers want to save time
• Buyers want to have an easier life
• Buyers want to feel safe and secure
• Buyers want to have a peace of mind
• Buyers love to receive compliments
• Buyers like to invest in future
• Buyers also love short term, instant gratification
• Buyers like experience happiness
• Buyers are fearful of being disadvantaged
• Buyers love to dream the dream
• Buyers want to save on trouble
• Buyers want to let the people (especially loved ones) around them feel happy
• Buyers want it more if they have to be qualified first
• Buyers want to have authority and power
• Buyers want to be part of an exclusive group
• Buyers want to feel independent

Do these points give you some ideas on how you can sell your product?

Remember, you want to be focused on selling benefits (emotions) and not so much on features (logic).

Let me know what you think.

To your success,

Jag Foo

P.S  If you like to discover more effective yet simple copy techniques, I have something that may just be right for you…

=> http://persuasivecopywriting.net/ChunkCopy/

Indeed, most buyers rely on feelings than on logic when it comes to buying something. Buyers are also very sensitive when they hear these 2 words: gift and promotion!I know it happened to me many, many times :)lol

I find your srticle innovative and informative – thanks for sharing, but i think that it will be really difficult to implement all of these buyer’s requirements in one product simultaneously.

Hi Anna,

Oh no. I’m not asking you to implement all of these
in 1 sitting.

Apply whatever is applicable. =)

Cheers,
Jag

Your article helped me to understand the consumers better – thanks!

This is something new to know about ‘mind motivators’.It is interesting to know about these ‘mind motivators’ for starters.I like your suggestion about selling benefits.

Kates Simmons

Akthough these motivators are very general, they are worth using as backgrounds for some specifit motivators for my certain product. Thanks.

you are very right

Great stuff,it’s good to see things from consumers point of view!
Peter Dunin´s last blog ..Featured Post Of the Week

I agree with most of what you said about what the buyers want. As a buyer, of course, I want to feel like I’m in control and that I get what I want to feel satisfied. i totally agree with what you about buyers also love short term, instant gratification. Because that what happens to me most of the time. :D

I have never thought about these ‘mind motivators’. But if you consider them, you will certainly see selling your product in a different light. When I read your list, I instantly thought about things I should change on or add to my site so I can make users feel more comfortable. Thank you Jag.

I think the main thing is to look at everything through the eyes of the buyer and try to start thinking as a buyer thinks. Only then we will achieve the best result.
Magento configurable product extension´s last blog ..Mobile Templates FAQ

“Buyers love to dream the dream” I can not really understand this one

Thanks for this advice Jag. Of course, if you want your product to sell you should also believe in it. And always put yourself in other persons shoes especially your buyers.

All the points mentioned above at the end lead for providing best customer support along with selling stuff at best competitive rate. Your business or services can get plenty of reference from others if you get success in getting good satisfaction and actual need they want.