Pressing Your Buyer’s Emotional Hot Button

Listen. If you want your buyer to well…buy…from you, you need to get his emotions raging. To make him want to buy. NOW!

How?

Pay close attention to what I’m going to tell you.

I want you to focus on these top 10 buying emotion. And you will do all you can to invoke these emotion in your buyer’s mind.

The Top 14 Buyer’s Emotion – The Secret Revealed!

• Fear
• Curiosity
• Vanity
• Compassion
• Insecurity
• Lust
• Pride
• Laziness
• Confidence
• Satisfaction
• Desperation
• Jealousy
• Embarrassment
• Anger

Got them all down? Good. Think of all ways and examples to incite all these emotions the next time you sit down to write your sales copy or when you engage in a persuasive pitch to someone in person.

When you get him sufficiently moved, he will buy. All this are part of consumer psychology and sales techniques.

And it’s just fascinating to see how these can affect one’s buying decision. And not just buying decision. It’s also the speed of it.

Have anyone ever got you buying before because you felt any of the above emotions?

Let us know.

All Success,

[tags]E-MoneyMarketing, Copywriting, sales technique, consumer psychology, buying psychology, emotion, logic, persuasion[/tags]

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Thanks for the post.

While I vigorously agree with what you have written, that audio is terrible.

Hi Jag,

More good basic stuff here. Would would be, or maybe not, amazed who little these buying buttons are not used. Heck, most website never ask for the sale. They seem to thing a buy now button is all that they need.

A Tucson SEOs last blog post..Does Your Website Sell?

These are all good buttons to push, if you can push a few successfully you shall see your ROI rocket up ;)

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@A dust collecting fool:

I do have to agree with you. The audio is awful. It is generated automatically from Odiogo. Pretty robot like as usual.

@ Tucson SEO:

Welcome back my friend. Yea, they miss the basic call-to-action statement.

@ Ideas to make money:

Good button to push indeed. Just that many don’t. Heck, sometimes, I don’t too! =P

Cheers,
Jag

nice post.

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Great post, Jag. Sparking a “sense of urgency” is definitely something every sales page should strive to do.

While using emotions to help your buying power is a good idea, I highly doubt fear would incite anyone to purchase something. Or anger for that matter. Silly.

Great post. It is very informative. Good job.

Hi Jamie with pool builder las vegas:

I can understand where you are coming from. With your permission, let me explain.

Imagine, your kidneys are failing. You got no kidneys available in the kidney bank. And you will die if you do not receive one by tomorrow.

Someone comes along, offering to sell his kidney to you. And you think to yourself, if you don’t take it, you will die. You will lose your family. Your lose everything.

Will you take him up on his offer in this life and death situation? What’s is the main emotion involve? Fear right?

Fear is what cause a lot of traders to act emotionally when it comes to making a buy or sell decision. Same thing when it comes to purchasers.

Emotion is a fundamental reason to why people make buying decision. And fear is definitely a key emotion why people buy.

Perhaps you got a point about ‘anger’.

Jag

surely all the motivation any customer needs is the quality of the product.

@ Datemonthyear:

Quality of the product is no doubt, important. Is it the ONLY motivation for customer to buy? Not quite.

Let me give you a very simple example. Ferrari is a very good car. Good quality? Surely. Will everyone potential car-buyer buy it? Not all.

For some people, they just need a car to take them from point A to B. Sometimes, it’s about filling up what the people really want or require.

Once we can ascertain that, we can attack on that area. Quality is important. Very important, in fact. But definitely not the only deciding factor.

Jag

Thanks for this quick run down. I’m trying to get into this whole thing. traffic is nothing without conversion. Luckily conersion is not something people really work on, so its a chance for people to get ahead of their competitors.

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yea, i would have to say fear is on top as far as those factors go.
-J

great tips thx for he info

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Great post…Personally, I think laziness is the one area where you can get the most bank for the buck if you target it.

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Probably all true, not easy to include all those in one document. But if most are included that will be a step in the right direction

Its nice to say Ten top …but I think there are others. For example, I’d like to add one – comfort – as in what the customer is comfortable with.

Julie

Thanks for the post Jag.

I feel fear and insecurity tends to get people into action faster than any other emotions.

Anyway, it’s great to see the list of emotions again. Will print it this time!

Riggie

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Hmmm… the funny thing is that most of points listed are actually NEGATIVE emotions… I.e. when somebody is afraid, angry, in despair – and lazy to do anything about it, you should create interest, give some hope and satisfaction:)))

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Being a salesperson myself, I often have to remember that people are buying a product, it is not the business. People make the decisions to buy what the business needs, and the business just takes it. These emotions I feel can fall under two main emotions: fear and greed. I frequently hear that these are the two emotions that drive people, and day after day I find it to become more true.

I completely agree with everything you said! I may move Lust up on the list though. I think that from a marketing point of view its important to make the buyer feel almost jealous of the product. They will want it right then and there.

Nice post! Keep up the great work!

Very good.

hey, great point, I never thought of that… I think I’ll be giving it a try ;)

@Abdominoplasty New Jersey: Good point. People are generally lazy. Shorten the curve for them, and good chance they will buy. They love ready-made solution. Plug and play!

@Julie Business Plans: Comfort as in luxury? Yes, there are certain crowd into high living and pampering. But then – is this an emotion?

@Ed: Creating sense of urgency is important. Cos we wanna get them to buy. Now! And what’s better way to do this then to create scarcity!

@Polina:

Targeting at negative emotions work. Same thing for positive. We do both. Certain people react differently to both sets of emotions.

@Meghan: I think you nail it. Fear and greed. 2 of the most powerful emotions. Affects not just buyers. But also investors/traders. These 2 emotions are their worse enemies.

@Frances: Yea. We can all deny it, but sometimes at one point or another, we secretly wish to outdo someone. Why? Envy or jealousy is at play here.

Thanks all for the comments. Keep ‘em coming!

Jag

Great list, you hit the bulls eye with this post, beginner sale writers will thank you. Thumbs up !

Great post! I think this very useful in times like these. Summer time is not bringing much sales and traffic than any time of the year. Your insights help.

Thanks for the great piece of information. I need to read it again and again in order to digest all the information.

you got me thinking. thanks. Good things to focus on for ad writing/marketing

As an end consumer, I hadn’t thought of how much salespeople use psychology to drive their agenda.

I’d love to see a blog post from you on the counter strategy a buyer would use to get the salesperson’s
best deal.

great post, Fear is the biggest issue when you wanna buy something

Good info. Thanks!

Hey Jag,

You’re definitely right on about tapping in to consumers’ emotions, but what happens if you go too far? Scare your customers too much and they’re boarding up the windows around the house before you even have a chance to deliver your real message.

Either way, great post, I enjoyed reading it.

-Josh

Also, I’m curious–are these listed in order of importance/effectiveness? I’d be surprised if Lust was so low, when so many ads on TV revolve around cute little girls and dance club parties.

@ Josh:

You make a good point. As with everything, moderation is key.

I also didn’t rank the list by effectiveness. If you were to ask me to choose, I will go with fear and greed as the 2 most powerful emotions.

Jag

definitely, when purchasing something most, if not all the time, an emotion is always attached to it… interesting to see how you increase your chances of selling a product by getting into a customers emotions… nice info..

thanks for the nice read, keep up the interesting posts

well this explains those giant, super long 1 page sales letters that go on and on and on. I always wondered why they were all over the web, must be because they are effective.

That’s an excellent post.

Understanding buyer psychology is critical to your biz.

I think it is an extremely important part of communication skills and advertising.

The difference between sales and no sales is tapping into buyer psychology with every advertisement and communication with your prospective customer/client.

Unless you understand the science behind it, you will waste a ton of time with trial and error in your advertising.

It’s better to understand what works up front and apply it to all your communications and tweak it from there.

You’ll achieve success much faster.

Thanks for the post!

-Johnny

http://psychological.webpowerpromos.com

I agree totally. The only reason that large companies like microsoft and ferrari are able to make so much money is because they can persuade people and put the fire of desire in them.

:)

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