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Forget everything you have ever been taught about marketing. The new first rule of marketing is this - How can I lower the risk my customers feel when deciding whether or not to buy from me? By understanding the e-factors—the power of selling!
LOGIC vs. E-FACTORS
LOGIC
"Logic is what a customer uses to defend her position after she has made it!"
E-FACTORS
"E-factors are what make buying decisions happen!"
Some E-FACTORS are: Love. Pride. Fear. Guilt. Greed. Anger. Flattery. Salvation. Exclusivity. Dramatization.
Are you using more e-factors than logic to sell your products and services? Using logic and raw data as the main selling point is a mistake. You will never be truely successful unless you can first incorporate the e-factors into your marketing then back them up with PROOF.
If you do nothing else for your business make sure your employees fully understand what the e-factors are and how to use them to sell your products!
Call us today and find out how your business can double it's sales by incorporating e-factors and internal marketing strategies. (435) 881.4770.
50 REASONS PEOPLE BUY
1. To make more money
2. To become more comfortable
3. To attract praise
4. To increase enjoyment
5. To possess things of beauty
6. To avoid criticism
7. To make their work easier
8. To speed up their work
9. To keep up with the Joneses
10. To feel opulent / affluent
11. To look younger
12. To become more efficient
13. To buy friendship
14. To avoid effort
15. To escape or avoid pain
16. To protect their possessions
17. To be in style
18. To avoid trouble
19. To access opportunities
20. To express love
21. To be entertained
22. To be organized
23. To feel safe
24. To conserve energy
25. To be accepted
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26. To save time
27. To become more fit and healthy
28. To attract the opposite sex
29. To protect their family
30. To emulate other
31. To protect their reputation
32. To feel superior
33. To be trendy
34. To be excited
35. To communicate better
36. To preserve the environment
37. To satisfy an impulse
38. To save money
39. To be cleaner
40. To be popular
41. To gratify curiosity
42. To satisfy their appetite
43. To be an individual
44. To escape stress
45. To gain convenience
46. To be informed
47. To give to others
48. To feel younger
49. To pursue a hobby
50. To leave a legacy |
The 50 reasons people buy was penned by Jay Conrad Levinson in his book: Guerrilla Creativity. Download a worksheet that combines e-factors with these 50 reasons.
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