There may be features of your products and services that you take
for granted, but are untapped and powerful buying incentives for your
customers.
Just for a second, forget about price, quality, and
service. Then ask the expert on motivation - psychologist Abraham
Maslow. OK - so you can't actually ask him, but you can use his famed
Pyramid of Hierarchal Needs to unearth those hidden incentives.
The idea is:
The
further down the pyramid you go, the stronger the motivation. For
example, if you were selling in-home oxygen tanks, the biological appeal
- the ability to prolong life - would be stronger than the safety
appeal - fire prevention features.
A Quick Needs Overview
Here are some specific need examples.
Biological
Food and water
Shelter
Sex
Sleep
Safety
Protection
Security
Order
Stability
Belongingness
Love
Affection
Acceptance
Esteem
Achievement
St
...
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