What is the reasons that make people buy, and what defines their buying behavior How can this helps you sell your product more effectively

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13. ENGAGE
RETAIN
ATTRACT

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30.  If these "deficiency needs" are not met – with the exception
of the most fundamental (physiological) need – there may
not be a physical indication, but the individual will feel
anxious and tense.
 Maslow's theory suggests that the most basic level of needs
must be met before the individual will strongly desire (or
focus motivation upon) the secondary or higher level needs.
 Maslow also coined the term Meta-motivation to describe
the motivation of people who go beyond the scope of the
basic needs and strive for constant betterment.

31.  The human mind and brain are complex and have
parallel processes running at the same time, thus many
different motivations from various levels of Maslow's
hierarchy can occur at the same time.
The forces that influence whether people buy include:
– We buy things to fulfill what
Maslow describes as the bottom of his hierarchy;
things like food and shelter.
– You need something now and
will take the easiest or fastest path to get it. Think
about the last time you were running out of gas, or
were thirsty. This could also be purchasing something
to increase comfort or efficiency.

32. – Sometimes you buy because
you need to replace old things you have (e.g., clothes
that don’t fit or are out-of-date fashion).
– This could be around collectibles or a
perceived need that something may run out or have
limited availability in the future. Additionally,
there’s a hope to gain a return on investment, such
as collectible or antiques; anything that accrues
value over time.
–
Something is purchased for an esteem-related
reason or for personal enrichment.

33. – Sometimes you just buy to try to replace things
you cannot have and never will.
– Something you identified earlier as a wants, is now a
lower price than before. Maybe you were browsing for a particularly large
screen TV, and you saw the summer's great special offers.
– When the perceived value substantially exceeds the price
of a product or service. This is something you don't particularly needs, you
just feel that is too good deal to pass it up. (Like the stuff that they places in
front of the entrances or near checkout counters of stores.)
– When purchasing a category you’re unfamiliar
with, branding plays a big role. Maybe you had to buy diapers for a family
member and you reach for Pampers because of you’re familiarity with the
brand, even though you don’t have children yourself.

34. – Everybody wants the latest
and greatest. (I-Phone mania) This could also be when
someone mimics their favorite celebrity.
– Some external force,
like school books, uniforms, or something your boss
asked you to do, makes it mandatory. This often happens
in emergencies, such as when you need a plumber.
– Sometimes you make a purchase to
impress /attract the opposite sex; to have something
bigger/better than others, friends, etc.
– Something that helps bond you
to a cultural, religious or community affiliation. Maybe
you’re a Harvard alumni and Yankee fan who keeps
kosher.

35. – Something is purchased
because your friends want you to. You may need to
think back to your teen years to think of an example.
– People
sometimes feels better about themselves when they’re
giving to others, Purchasing things we don’t actually
need or wouldn't normally purchases, just because it
will helps another person incrementally, for some is
certainly an essential buying decision.
– This happens when
somebody buys you a gift or does something
exceptionally nice, now it’s your turn to return the
favor at the next opportunity.

36. – Sometimes people buy from other people
because they listened and cared about them even if they
had the lesser value alternative.
– This is outside the range of the normal
human operating system, but it certainly exists and
accounts for more sales than any of us can fathom.
Can you think back to the last time you bought
something and kept asking yourself to explain the reason
why?
– Huge amount of market sales are generated out
of fears, which is differs based on the personality and
every one has his own fears, therefore before knocking
the fear as a motivator,
ask yourself: How long will this fear lasts?

37. – Who doesn't deserve a
bit of luxury every now and then? as long as
you can afford that, a hour-long massage
with a complete body care, or three nights in
a five star beach hotel with a VIP ticket to
Europe.
And there’s no better justification for that than
“you’re worth it”

38.  All of these needs are differently covered according to
the individual and personal variation, which defines
the priority of these needs
 And these variations can make some of these needs
essential for some, more than they are to others
 These variations are the key for the availability of a
different range of products, which may covers the
same category of needs in one market, and still they
are all sells
 Which is The Principle Of Competition
 And this is Why Marketing is Needed

39.  Therefore, You must identify based on your type of
products, to which category of the needs you belongs
to, then you will build all your marketing plans to
send the proper message to your targeted customers
 The more your products is closer to basic needs the
more you will find more competition, because this is
the area that every one knows that it must be covered
immediately.
 Each category have its approach to satisfy customer
needs, and there all marketing money goes.

40.  A few years back there was a belief that we can
create customer need, which proved wrong
 No one can create a need that does not exist in
the first place in a persons mind
 But it is the proper approach that makes this
need to be a priority
 So It is again the marketing approaches that will
makes your product in the top of any possible
customer's purchasing list

41.  Conclusion, the best way to convince customers to
buy is not by selling to them, but by educating them
through interactive selling techniques, and proper
advertising methods.
 Still, You Must show your product in the right place
at the right time with the best possible price
 Then use marketing to tell your targeted customers
how to locate your product with the right message
that comply with their buying behavior, and of course
a good deal will be a great add.