The most
effective way to provoke your customers' desires is to make them visualizing
how they are with the product
The mind just
rationalizes, analyze and make very logical and rational decisions when it is
detached from the experience. But once it is engaged in the experience and is
full of sensory feelings, that wild irrational feeling of desire we have talked
about strikes and stays on top of any attempt to take logical decisions. Evil, isn't
it? :)
Most
businesses that can make the customer experience as much sensory information as
they can, they go for it. Think of test-drive, take puppies home, try the
product in the store, take products home … etc.
And even they
try to transfer the experience over the TV and commercials to the customers. So
you would see most commercials full of sensory messages trying to convey the experience
of having the product
When people
live this experience, they move from the place of (I don't own this but I would
love to) to (I own this already and I don't wanna lose it)
They move
from "DESIRE" [to experience the feeling] to "FEAR" [of
losing that awesome feeling of having it]. Fear is much more stronger and
urging instinct and more driving to take action.
Whatever your
business is, find a way to get your customers in the experiment and watch them
craving for what you are offering
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