Why Your Customer’s Buy: 3 Motivators Small Business Owners Should Know About
In the beginning, it seems like there are so many things you need to know in order to start a successful company. The basic business plan, legal paperwork, and marketing strategies all seem like factors that should be discussed before the doors are opened. However, knowing your customer is one of the first and most important steps that must be taken before opening a store or creating any other new business.
Understanding your customer's motivations will not only help you to generate more sales but will also help you understand what customers want when they visit your store. Though it is impossible to know every single personal motivation that customers have, there are a few types of motivation that most customers have when buying a product.
For example, the following three motivators are ones that business owners should recognize:
1. Ownership Motivation
Many people buy items because they want a reminder of something they have recently experienced, whether it is an experience or special moment. For example, you may buy an ornament as a reminder of a special trip you took or an anniversary gift as a reminder of your wedding day. While these items may look nice on their own, they are meant to hold special memories and make them easier to remember.
2. Utility Motivation
Utility motivation deals with the practical and functional aspects of an item. Some people buy things to make their life easier, solve problems, or for other practical reasons. For example, a man may buy an amazing new tool to help him fix old cars he has been collecting simply because it makes his collection easier to maintain. A person may also buy a new cell phone because it helps keep his life more organized or he can keep in contact with family members and friends when they are far away.
3. Social Motivation
Social motivation deals with the desire that many people have to have the approval of those around them or be part of a group that is similar to themselves. For example, a person may buy a new pair of shoes because all of their friends have that same pair and they want to fit in, even if the shoes are not the most comfortable for them. A person may also want to buy a new television because all of their friends think it is just what they need as well.
Knowing how and why customers buy from your company can help you to create products and services that will resonate with your audience. For example, designing products that specifically solve problems and make life easier for your audience can be an effective approach for companies using utility-motivated customers.
Understanding how social motivation works in your business can also help you to create innovative marketing strategies and better understand where the greatest product sales will come from. For example, understanding that social motivation is a key motivator for many customers could help a company to create a new marketing campaign by using pictures of people that they know their customers would relate to or have similar interests.
These are just a few types of customer motivations that are common in most businesses. By being aware of what makes your customers buy, you can help your small business grow and succeed.
If you have any questions about this topic or anything else related to small business, please feel free to contact us at The Westenreider Company . We are always happy to help.
John Westenreider is a marketing expert for small businesses who helps them to develop customer and business specific strategies that grow sales and profits. John is the founder of The Westenreider Company , an online marketing resource for small businesses, start ups, and entrepreneurs. He has been featured on NBC's Today Show, Fox Business News, ABC's Good Morning America Weekend Edition, The Wall Street Journal, Fox Business News and many other media outlets. If you would like more information please visit our website at www.thewestenreidercompany.com or call us at 1-800-397-7164 ext 2 or email us at info@thewestenreidercompany.com .
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*Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only. They do not reflect the views of The Westenreider Company . Although we try to provide accurate information, there are sometimes discrepancies. Please contact us with any questions, concerns and/or comments. *Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only. They do not reflect the views of The Westenreider Company . Although we try to provide accurate information, there are sometimes discrepancies. Please contact us with any questions, concerns and/or comments.
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*Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only. They do not reflect the views of The Westenreider Company . Although we try to provide accurate information, there are sometimes discrepancies. Please contact us with any questions, concerns and/or comments. *Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only. They do not reflect the views of The Westenreider Company . Although we try to provide accurate information, there are sometimes discrepancies. Please contact us with any questions, concerns and/or comments.
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*Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only. They do not reflect the views of The Westenreider Company . Although we try to provide accurate information, there are sometimes discrepancies. Please contact us with any questions, concerns and/or comments. *Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only. They do not reflect the views of The Westenreider Company . Although we try to provide accurate information, there are sometimes discrepancies. Please contact us with any questions, concerns and/or comments.
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*Please note that the above quotes were collected from various online news sources and are intended to be used for general information purposes only.
Conclusion
It is estimated that more than a third of the customer's choices are influenced by emotions and not logical thinking. Understanding what motivates your customers will help you to build a strong rapport with them and will help you to steer them towards making the right choice. Using the information in this article, companies can build a better relationship with their customer.