So many marketers talk about the features of a product or service.
And yes, features are certainly important in the decision-making process.
You might also understandably ask, ”What about the benefits?”
Yep, benefits of the product or service are important too.
But what really moves your prospect to a decision are the EMOTIONAL benefits they (or their boss) will enjoy.
In fact, this rule is so powerful that any prospect will ONLY buy from you because what you’re offering solves a problem they or their boss have.
What’s more these problems fall into just 8 categories.
Here they are.
- Not feeling popular or respected enough
- Not feeling wealthy enough
- Not feeling fit and healthy enough
- Not feeling happy and excited enough
- Not feeling safe or secure enough
- Not feeling peaceful or content enough
- Not feeling relaxed and stress-free enough
- Not feeling good looking enough.
You’ll notice that all are feelings.
This is because EMOTION CREATES MOTION.
Even a very logical person is highly likely to make a buying decision based upon an emotion.
They simply justify the decision by using the logic of the features your product or service provides AFTER they’ve made the emotional decision to invest.
So, when you’re speaking with a client or prospect it’s vital to discover and explore the emotional benefit they or their boss will enjoy as a result of buying from you.
Before any interaction with a client or prospect, jot down which of the emotional problems your product or service will solve and how.
Want to know how I can help you to achieve business growth to help you to feel safe or secure in your role, happy and excited at your success or even simply respected by your peers or bosses?
Head over to see the 3 ways I help business owners and professionals to permanently achieve that feel good factor in their role.
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