Before you try to motivate your customer to buy from you, you first have to understand who your target customer is and what their main problem is that they wish to solve. If you can put the right solution in fromt of the right people at the right time, you will make more profits.
It can be hard to motivate people in general, but customers in particular. Why? Because in most cases you are actually trying to get some sort of ‘win’ out of the situation. In the case of marketers, they are often seen as only interested in building their business or making more money. what you really have to keep in mind when creating marketing materials is your ideal customer’s main question. “What’s in it for me?”
Successful motivational speakers or salespeople don’t start with what they want. They start with what the customer wants.
What Does Your Customer Really Want and Need?
When it comes to business, what the customer wants and needs is the key to making more sales and more profits. There is no point in trying to sell snow to an Inuit or sand to a camel. They already have more than enough. What you are looking for is an eager crowd desperate for what you have to offer.
It can be difficult for some businesses to change tactics and become more customer-centric, but in these days of the Internet and much greater competition than ever before, it can be the difference between barely surviving, and truly thriving.
If the customer wants something which is different than what you want to or are able to provide, you will need to decide whether or not you can afford to keep continuing on the same path, or perhaps work the offerings they are interested in into your overall product mix and marketing plan.
The most successful businesses in the world are always looking at what they can do better, faster, smarter, cheaper, and the best of them ask their customer what they really want. Pixar started out as a company designed to manufacture 3D-rendering technology. They lost money for a time until they realized the market was in actually creating the movies themselves, and the rest, as they say, is history.
IBM was one of the world’s largest computer manufacturers for years, until the personal computer revolution. They then realized their customers were really rather different than who they thought they were, and needed to make a switch to offer more consultancy and expertise.
Your products and services should be based on your existing customers and on what they are telling you that they want and need. You should also be looking on the horizon in your industry to see what next ‘big thing’ is coming your way. If you can position yourself at the cutting edge of the trend, you stand as good a chance as any other company of becoming a leader in that area.
The current batch of new Internet entrepreneurs often going into business with one set idea of what they want to provide, without asking questions or understanding where their customers really want. They might hear from an Internet marketing guru that blue widgets are a hot keyword and start producing content and product offerings about it. The trouble is that until you research a niche market yourself, you can never really be sure who your ideal customer is and what they are interested in.
Know Your Niche
If you want to motivate your audience, first start by understanding them better than anyone else does. If you can understand your audience better than your competitors, you’ll be able to motivate them better than your competitors.
What is the real pain point in the market? Why are they willing to spend money on your product? What is it like to not have a solution to their pain yet?
How do people decide on how much they want to pay? Is it based on price, as is a commodity? Or is it based on how likely they believe you’ll be able to solve their problem, as it is in consulting?
Try to understand how your customers decide on a solution and why they haven’t picked any of your competitors. Try to understand what they want more than anything else.
When you speak, if customers get the sense that you’ve really taken the time to understand them, they will respond.
