We buy things for many reasons, we buy lots of things we need and lots of things we don’t need. If you have serious designs on making money it is vital that you understand why people buy.

# Necessity:

We can’t live without things such as food, water, shelter etc, so we have to aquire them. However there is a subtle difference between actual necessities and perceived necessities.

Human beings can be extremely impulsive and exposure to products and services can make us think that we cannot live without them. Furthermore we are very susceptible to the power of peer pressure. ‘The kid next door has got a new bike so our kids have to have one.’

We actually feel guilty or bad if we don’t buy our kids everything their conmtemporaries have. Thus, we as a society leave ourselves wide open to exploitation by the advertising industry.

“An object in possession seldom retains the same charm that it had in pursuit.” –  Pliny the Younger (62 AD – 114 AD)

# Emotions:

Our emotions play a great part in our shopping habits, lots of people comfort-shop, they buy things to give themselves a boost. Our mood is easily manipulated and our senses our susceptible to music, visual displays, enticing smells etc.

We buy for fun, we buy things that give us pleasure, we buy things that make us feel good, we buy to escape reality.

Mementos are also big sellers, there is nothing we like more than something that reminds us of a cherished memory – The power of nostalgia is immense.

We are all capable of greed, we all love a bargain, we all buy bulk items that we will never use.

# Real benefits:

We are fortunate to live at a time of great technological advancement, the labour-saving devices that have become available to us over the last 50 years have been astonishing.

Most of us like to improve ourselves, we will buy something if it will educate us or our children. Education is now available to a large proportion of us whereas less than a hundred years ago it was only available to a priviliged few. Furthermore the internet has made it possible for us to access information like never before.

We also buy things that we hope will make us money, we invest in all manner of things from jewellry to stocks and shares.

“To have little is to possess. To have plenty is to be perplexed.
Lao-tzu.” (604 BC – 531 BC)

# Image:

Everyone loves to look and feel good. image and prestige are both key buying motivators, if something makes us look good in the eyes of other people then we will buy it.

# Health: If we don’t have our health then we have nothing. People will pay to become healthier. Too often though we think we can get a ‘bargain’ a ‘quick fix’. Prevention is always better than the cure, moderation in all things

# Influences:

I started my career in retailing so I know a bit about sales psychology. I think the most important thing you can convey to someone in order to get them ito buy from you is TRUST.

We all like to buy from people we trust, someone that is going to make sure we get value for money, someone who is going to guide us through the minefields of their particular product or service. Trust is a key ingredient of repeat business.

Top advertisers and retailers are extremely adept at influencing our decision making when it comes to buying things, they create the right ambience for their products and services. They appeal to our ego’s, they make us think buying their goods will improve us in all manner of ways.

Personally, apart from life-saving products I think freedom and space are the most important commodities. If we can acheive these things then we owe it to ourselves to find the time to enjoy them.

“Before we set our hearts too much upon anything, let us examine how happy those are who already possess it.” F. Rochefoucauld (1613 – 1680)

Andy.

http://www.wealthnuggets4u.com

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