Monday, September 17, 2007

Why or Why Not People Buy

There are truly only four reasons people will not buy from you:

No trust
No need
No hurry
No money

Here are six motives for buying from Daryl Clark
1. A desire for gain
We are more likely to buy if we believe we will get something valuable and tangible in return--such as increased wealth, slimmer thighs, a better job, or more friends.
2. A desire for comfort or convenience
We are more likely to purchase a product or service if it will make us more comfortable or improve our lives by saving us time, effort, or energy.
3. A desire for security or protection
We are more likely to buy something if we are convinced it will make us and those around us safer.
4. A desire to enhance status
We are more likely to buy a product or service if owning it will impress others or make others think better of us.
5. A desire for internal satisfaction
We are more likely to buy a product or service if we feel it will make us happy, beloved, confident, intelligent, or content.

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