What Motivates A Purchase?

By Yaro Starak
62 Comments

Over the last week I attended three very different live events, although they all focused on the same thing – making money.

The first one was Roger Hamilton’s introduction night, a free event he puts on as a feeder to his 3-day workshop and breakfast pitch.

I’ve heard of Roger before, but I had some misconceptions. I thought he was one of the older crowd of “legacy” business folk still doing the speaking circuit. I was surprised when he turned out to be a younger fellow, with a unique accent (he is a strange combination of Hong Kong plus Scotland).

On Friday I attended the Andrew and Daryl Grant Sydney workshop and did my usual two presentations, one on website flipping and the other on blogging. The Grants put on a four day show that is unlike any other event I’ve been to, and is definitely more suited to my style (I’ll explain why in a moment).

On Saturday I popped into a Christopher Howard managed event, that brought together some well known Internet marketers, both locals and overseas speakers, including John Carlton, Brad Fallon, James Schramko and Ari Galper. This event is your typical pitch fest, with two hour sessions for each speaker ending with a sale for a $2,000+ product.

The Psychology Behind The Sale

I’ve been to many business events, some that were free, some I paid money for as part of coaching programs. It’s very interesting to observe the different psychology behind each event, especially when it comes to how they go about making sales.

All three events I attended during the last week were technically free to attend. Although there are pricing structures, in most cases you can score yourself a free ticket in some way. The organizers of these events do not profit from the seminar entry fees, rather it comes from money made when a person orders a product sold at the event.

I noticed three key elements were used as selling tools at each event, however they were applied in different ways. Here is how I observed each of the selling psychologies at the events…

1. Emotion Sells

The Chris Howard event was definitely the “hardest” sell of the three I attended. If you look objectively at the presentations, you will see that nearly the entire speech of each speaker was one long sales pitch. There’s plenty of inspiration, lots of great stories, some good ideas and maybe a sprinkling of techniques, but pretty much every aspect of the presentation is designed to lead to a sales conversion.

Each speaker has only two hours on stage, during which time they have to stimulate enough of an emotional response to create an action. It’s because of this contracted time frame that in order to get the best result (maximum sales), the speakers focus more on the “what” and not much, if anything at all, about the “how”. Even when they show how to do something, usually the focus is on how much money was made as a result of the technique rather than an in-depth look at the steps necessary to get the result.

This might agitate some people, and as an experienced marketer I just find it plain boring (although watching to learn about selling from the stage is useful even if the content is not – the “meta” research), it’s the most effective selling format.

The emotional brain is much better at pulling out its wallet and spending money, especially when it’s feeling excited about the possibility presented by the speaker.

The Grant’s workshop is over four days and there is only one or two offers made that cost money, and as such they don’t have to pack as strong an emotional punch in a short time frame. Andrew and Daryl actually teach content, and lots of it, during the four days, and the result is a very strong connection with their audience.

The Grant’s rely on a four-day trust building process, where they dish out lessons from their own experience, teach techniques, talk about mindset and bring people like myself on stage to teach unique specialist skills. The event is full of social proof, with a constant stream of live case studies presented from the audience and speakers, all serving to endorse the Grant’s as trustworthy mentors.

I like this format because the selling is soft. There’s still a period where you have to focus on the conversion (Andrew and Daryl usually sell their $5,000 a year coaching program on day three of the event), however because of the relaxed and slower build-up, the emotional connection is more natural and less intense.

Roger Hamilton, while still working within a two hour time frame, ran his event on one evening without any other speakers. His style was to teach concepts. He doesn’t so much teach how to make money as look at the traits of people who do make a lot of money. His entire presentation focuses on improving your mindset so you understand what holds you back and why rich people get rich (and thus why you might not be).

Roger had two distinct pitches, one for a free breakfast the following morning, which is explained as a chance to hear more about what Roger and his group are all about and apparently leads to a pitch for a $10K or $15K package (I don’t know the details as I couldn’t attend the breakfast). Towards the end of the night there is a pitch for his $1497 (this was the price for the night I attended) three day seminar on the Gold Coast.

2. Teaching Sells

Creating moments of new understanding within an audience leads to a strong desire for more and increased trust for you as an expert. When a person learns something new, when you give them clarity where confusion existed previously and empower them to come up with a vision for their future, this is very exciting (another emotional response that helps lead to more sales).

Roger relies on this idea extensively in his presentation. Since he is not teaching how to do anything, he depends on demonstrating his understanding of success and association with very successful people, as key forces to encourage people to work with him more in the future.

The Grants also use teaching as a key element to lead their audience to purchasing more from them, however they concentrate much more on practical aspects mixed in with conceptual strategies too. With the luxury of time on their side, they can look at all aspects of business success and well and truly “move the freeline” in terms of what they give away.

Of course Roger has a three day event too, which no doubt is when he goes into much more detail.

3. Trust Sells

Whether you build trust by teaching people concepts, or give them a step-by-step technical guide on how to do something, or you use case studies or rely on expert endorsements, at some level trust has to be in place for a sale to be made.

The underlying belief is that what a person is presenting as an outcome is possible and if you choose to purchase what they offer, you are actually taking a step closer to that outcome (that’s actually more a feeling than reality – buying something doesn’t take you closer to an outcome, only implementing what you buy does that).

Selling from the stage is a more intimate format of selling and usually results in a much better conversion rate than any other form of selling. Selling online usually nets about a 1% or 2% conversion, where on stage 10% is average or even a bad result.

Andrew and Daryl enjoy conversion rates as high as 50%, and that’s on products as much as $25,000, so you can see where having that face-to-face connection over several days can lead to serious trust – enough trust that people will spend serious money.

Trust is the underlying emotion behind any purchase. You trust the vendor when you buy something that you will “get what you pay for”. What you want and what you get is very much open to interpretation and will always differ from person to person, but ultimately that decision to buy is based on trust.

Combining The Elements

You can see that emotion, teaching and trust are all interrelated. Teaching leads to trust which is an emotional condition that leads to sales.

Emotions motivate (or blind) people enough that they take out their wallets and spend money. Teaching people how to do something practically or creating an awareness of a concept they didn’t know about before, is a fantastic way to prove your worth and value.

People rely on past experience to make future purchasing decisions, so if you prove your worth once, the expectations is you will deliver more of the same (or better), especially if what you offer costs money (having a price increases perceived value tremendously).

Although all these ideas are focused on selling from the stage, they are universally true for selling in any format.

Blogging is all about building trust and most good bloggers do it by teaching and being an authority source of information about something. This then leads to making money thanks to the trust established that leads to a purchase of a product you recommend as an affiliate, or when you sell your own product.

You trust me, don’t you?

Yaro Starak

About Yaro Starak

Yaro Starak is the author of the Blog Profits Blueprint, a report you can download instantly to learn how to make $10,000 a month, from only blogging 2 hours per day. You can find Yaro on Facebook, Twitter and .

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62 Comments

  • Once again great post – great information Yaro. Reading this took me back a bit, to my days studying for my marketing diploma.

    I totally agree with each of the aspects you’ve discussed but after reading through I am also wondering in each case you’ve discussed, what methods were used to create and build a perceived value using each of the selling techniques.

    No doubt that selling a $25k product is going to require a ‘great deal’ of trust but how are they building the kind of value that such a high priced item requires? It can be difficult sometimes to get people to part with a few hundred dollars let alone $25k.

  • Hi Yaro,

    I see you did something that most people don’t do. They go to live events and don’t observe and that’s exactly what you did.

    95% of live events are designed to lead to a sales conversion, speakers say what you have to do but not how to do it because they want to sell you a product.

    I am not saying that you shouldn’t attend live events, you should but you have to be there observing what is going on.

    You have to be able to see the structure behind each speaker presentation, this way you can understand the techniques they use to sell.

    On the other hand, you meet new potential JV partners.

    The best thing about live events is that they are the best source of market research. Just observe what speakers are selling and what people are buying…

    Probably, you’ll have lunch with other attendees and here is your opportunity to know what kind of products they want to buy, you can even sell your products at live events even if you are not a speaker just by talking with people.

    Live events are great, you just have to know what you want to get out of them when you attend them.

    Thanks!
    ^PV Reymond

    http://www.startup-internetbusiness.com

  • When I started out, I when to some blogs to read, and saw a few recommending your blog, at that time, I didn’t really read much of what you write, may be I’m just plain lazy. Times fly and passes and I started to read quite a lot of blogs, sometime interesting sometime boring.

    And this leads me to finding more blogs to read, when John chow introduce your membership program, I suddenly remember you for a moment, so I went to your blog and started reading, and yes you caught me and now I love reading your blog more, but the best is still watching your video presentation.

  • I love the new blog theme. Great post.
    Now that I know how to sell all I need is something to sell

  • More than half of the products in my home were determined or actuated by emotion rather than reason. It is wonderful as we discover how much of “not in control” we are about our lifestyle!

  • Hey Yaro, great post. It took me back to last year when I attended a seminar in Melbourne, in fact there were a handful of Aussie speakers, Daryl and Andrew, Brett McFall… There was one high profile American presenter who was very personable; funny, charming, motivating. He generated a great deal of excitement in the crowd. He showed images of planes, plush hotels etc etc… He spent a short period showing ‘what’ you could buy and then quite literally gave people three minutes to decide to sign up at $10,000 a ticket. People ran to the desk to pay!

    I tend to buy only on trust built over time but it was clear that emotion, specifically excitement, sells! Watching people’s eyes light up at the prospect of ‘what could be’ was interesting to say the least. I really went along to observe how Internet Marketing products are sold ‘on stage’, what I learned over those two days was what you shared, the conversion rate is very high!

    Thanks for sharing your observations from these events, the way you’ve broken down the three key selling elements is really neat and your simple explanation of “Teaching leads to trust which is an emotional condition that leads to sales.” is another little gem….you have lots of those Yaro….yes I trust you. :)

  • I certainly agree that it seems like it all comes down to emotion to motivate purchases, especially to a large enough market to make a lot of sales. The only thing I’ve seen in contrast is when a person logically and rationally realizes the need for a tool or specific knowledge and then goes out to buy, build or seek a teacher.

    My observations of pitch fests and other forms of commercial theater seems to indicate that most who attend do not know why they are there or even what they wish to accomplish except in the most vaguest terms. They were in pain and some savy marketer caught their attention.

    While I am sure that most people like to believe they are in the rational group rather than the emotional one, often the rationalization comes after a commitment to an emotional decision.

    In my studies, this directly ties in to the need for personal development work. Basically it seems people, I mean all people due to unavoidable trauma before the conscious mind develops around 3-4 years of age, need to work out a few things otherwise they will primarily be running on emotion for most if not all of their lives.

    I believe this is the root of the ancient cross-cultural maxum to “know thyself.” The ability to walk away from emotional pitches without buying-in at least partially requires the self-knowledge personal development creates.

    This is what enables mass markets and the ability to hit the buy button on thousands of people at the same time. If most people made decisions rationally then purchases would be fewer and strung out as the individual needs were personally discovered. Much of what is on the market would not even exist if most people made rational decisons.

    So in a way this is a sad discovery. There seems to be no way to fix people or the culture of craziness in mass, each individual needs to recognize the personal need and do the personal work. At best society at large slowly evolves to provide better emotional support to mothers and children as Lloyd deMause and the psychohistorians have concluded.

    I certainly reccommend their work, much of free online, to anyone seeking the root of human motivation. I also believe this sheds light on Eric Hoffer’s ‘true believer’ which I think every pragmatic social scientist (marketer) should read.

    I have long struggled with this, having profound misgivings in punching emotional buttons to make a living, much less a fortune. I’ve reconcilled myself to the situation by trying to be involved in products that meet pragmatic needs that most people in society would need whether they are rational or not.

    Thank you for the thought provoking article Yaro, you have once again written a great post.

  • Hi Yaro! I definitely trust you…Thanks for sharing your insights as always. Reading your article for me, is learning something new. I’ll definitely keep these 3 things in mind: EMOTION, TEACHING, and TRUST.

  • I experienced a wide range of selling from the stage, and I’ve bought and not bought products in both hard sells and soft sells. E.g. T Harv Eker uses Emotion sells, while Robert Kiyosaki uses Teaching sells and Trust sells. So I can really relate to what you are saying. You’ve really hit the nail on the head on those three factors. Thanks for bringing clarity to the selling psychology behind them!

  • Hey Yaro,

    I’ve also been to a few seminars and have noticed a difference in them. As a Mom of 3 it’s not always easy to get out to these events, especially since I’ve been in the hospital alot in the last 2 years.

    It’s annoying to me that there’s only usually those $2000+ programs available. I wish there were more options so that people could try entry level type products and then move up from there, maybe they would want to purchase the higher level products the next time.

    I have grabbed some of these higher priced items previously but I don’t feel these are necessary to have a good business, never once in my retail business did I ever purchase a $2000 product to learn how to run my business better. I did however get magazines and newspapers based on small business directly sent to my mailbox.

  • Earlier this year I went to World Internet Summit – basically a big 4 day pitch fest – and I was surprised to learn there were a number of people who had bought not 1, but 2 or 3 different packages! And there was nothing under $2500!

    I was at the Christopher Howard event – it was great to see you there Yaro. I know these events are big pitch fests and I figure knowing that going in, I can focus on the bits of information that they do give (they are there, just mooshed up with the pitches) and not get caught up in the excitement. They are a great place to meet some wonderful people and network, chat & learn.

    I didn’t go back on the second day cause I’d got what I needed on the first – a boost in the direction I want to go, and a heap of info on marketing from the first speaker, that is right in line with my chosen direction.

    Brad Fallon was talking about time management and someone mentioned stop learning & go do something. We all know this, but sometime the obvious really does need to be stated! So Sunday was spent preparing for my week, rather than listening to more pitches – I may have missed something, but sometimes you have to start doing!

    Yaro, you know I love your work – thanks for another great post!

  • Thanks for putting it all together. Great post

  • Yaro, you are a GREAT sales person. I am buying anything from you. Just because I trust you, I like you and you deliver! Love, Lily

  • Great post, I can’t believe I read the whole thing. lol. Keep it up man.

  • Very Nice post Yaro.

    I always see that the emotional part sells pretty well.

    Thanks for sharing

  • I think it is more about fulfilling the need of others. If one feel that there is really the need to get the product then the sale wouldnt go wrong.

  • Yaro,

    I absolutely trust you but it didn’t happen overnight. It started with emotion.

    First, I was in pain – I wanted to have a successful internet business but didn’t know how. I was afraid it was all just a pipe dream. You offered hope.

    Second, You taught me how – you gave me practical and realistic how to information. You didn’t pressure me and you gave me options starting at free (through your blog) and up (through your membership programs and your honest reviews of affiliate products).

    Third, Trust happened. It built over time as you demonstrated your integrity. Now I am building an internet business with a strong foundation. I know you will give me honest guidance.

    When we buy solely on emotion, we often have regret “the morning after”. As a marketer – when I nurture my prospects from the emotion stage, teach them and are worthy of their trust, I am more successful. I am also much happier. OK, it takes longer. But it is also sustainable. My sites will not be “one hit wonders”. And I will grow and prosper personally and financially. So will my clients.

    But hey – that’s just me. :)

    Thanks Yaro – thank your parents too, I personally think they did a good job with you! :)

    Sandra
    Mompreneur and serious Yaro fan.

  • I had seen TV interviews of Clotaire Rapaille and searched for more documentation of his research. Without a doubt he brings more insight to this issue than I’ve seen in decades. I had my local library get me a copy through inter-library loan and Amazon also stocks it. I highly recommend it.

    The Culture Code: An Ingenious Way to Understand Why People Around the World Live and Buy as They Do
    by Clotaire Rapaille

  • Great post, again. Thanks for all the good info!! :)

  • Hi Yaro,

    Great post here! Among all the 3 elements, I would think Emotion sells best! Sometimes, even if you haven’t built a great deal of trust but as long as you’ve hit the right emotional ‘hot’ buttons of your target audience, they’ll literally beg you to take their money in exchange for what they want or need.

    Cheers~

    Mark

  • I also just wanted to “ditto” what Lily said above, You are very trustworthy and I absolutely LOVE all your products! You are even just as nice in person. ;-)

  • Not in my wildest dream can I imagine a conversion of 50%… I am not even close with my shop. But well, if I keep reading your fine articles here I might get there someday ;-)

  • Hey Yaro,

    As you said:
    Teaching leads to trust which is an emotional condition that leads to sales

    I think the more give the more you will receive…
    I try to over deliver on content for my subscribers and I’ve seen many others do the same – if its good content you give away people will naturally assume that your products offer good content as well.

    Yes, using this strategy in blogs works, but it also works in email list, forums and even the sales pages themselves.

    Great combination of 3 important parts of the buying process!

  • Dude that’s what I like about you..you always keep up on the craft attending seminars etc. you walk the walk and you talk the talk. I like the new re-vamping of your website blog its luuking goooood l8ter

    -Dusty

  • Hey Yaro

    Given your breakdown of the different motivators you experienced…I’d be interested in which Iif any) made you pull out your wallet and purchase a follow on course? Which of them motivated you to purchase and why?

    Cheers

    Andrew

  • Emotion and needed is most important factor that influence in buying some product, and the buyer must trust the seller of course. thanks for your review..

  • I’m interested to know what motivates someone to purchase software for their personal use.

    If you know of an article online or otherwise, please point me to it. Your opinions are welcome too.

  • Don

    G’day Yaro, great post here, and a good topic you’ve addressed.
    I think its often a question people want to ask, but often don’t know how, especially in an audience type setting where you may feel inhibited or disloyal.

    The old saying goes, you don’t get something for nothing. In saying that, i actually attended the Grants workshop over the 4 days and got a lot out of it, including your own terrific presentations and talks :). Good stuff!!
    Anyway, regards to the selling, with exception of the 3rd and some of the 4th day, there was really no feeling of hard sell, or pressure at Andrew/Daryls. And you’re right, there was a lot of free content

    Cheers
    Don

  • Yaro, you have taught the most important basics of copywriting. Something that many of bloggers, webmaster and affiliate marketers need to improve.

    Providing a content that converts a visitor to a customer or at least leads him/her to take the needed action is not a simple process. It is totally dependent upon some psychological factors that make the prospect to decide what we desire.

    Motivating a purchase does not only belong to merchants and product owners. Even an affiliate marketer need to know how to create a feeling in a visitor that ends up the desired action. We normally call it Pre-Selling.

    Even with a simple product review page, we should take the above-mentioned facts into account. We need to first attract their attention by stimulating their emotions. then, we feed them with facts about what they are looking for. Actually, we teach them by revealing some information. Finally, we must gain their trust and have them feel comfortable to make a wise decision. That way, the visitor would take the recommendation more seriously. Shortly, it means more profit. :)

    Thanks Yaro for this informative article. I found it very useful.

    Just keep up the good work!

    Hooshmand

  • Your site’s been failing on DNS lookup for me a lot over the last few weeks. Just thought you should know in case it’s a wider problem.

  • I struggle to write good, compelling content each day that will help to sell my product (which I firmly believe in). Sometimes it’s not as easy as it sounds. Excellent post.

  • So Emotion + Teaching + Trust + Marketing + Selling Really Expensive High Perceived Value Products = Making lots of money

    Strange world indeed.

    Interesting to hear of your experience at this event. I’ve been a fan of Andrew and Daryl since I first saw some of their youtube videos. A likable pair.

  • If you’re blessed with a good, likable personality and the gift of gab, its very easy to influence people if you’re motivated to sell.

    I find people are more inclined to purchase if they feel comfortable speaking with you – so I guess that means there is a bit of trust built just from easy conversation.

  • Hello Yaro,

    Yes, I do trust you. I am currently enrolled in your Become a Blogger progam. I will say that the $47/month is WELL WORTH IT!!! As I was reading the article, I was thinking how these 3 steps affected me when I purchased your program.
    1. The Emotion – I wanted to learn more about this process of blogging. I had no clue as to how to start it. Thought I could do it on my own, but I was about to give up because it was too overwhelming.
    2. Teaching Sells – Your program offered 10 FREE VIDEOS which showed step by step. It is one thing to READ directions, but it is makes it sooooooo simple when it’s shown by video. I was like if he’s giving this information away free, it can only get better with the “paid for” information.
    3. Trust Sells – My trust built when reading what others said about you. Oh yes, I googled the program and your name. There was site after site talking about the program.

    I am definintely ready to see what’s available with your Blog Mastermind and Membership Mastermind Programs. So yes, I can see how all of these factors play into “motivating the purchase”….

    Thank you for teaching us what you know. You are truly a God Sent to me :-)

  • Sales is sales, and all the points you mentioned are critical.. Another one that has been very important for me in the past is to remember that people buy from people they like.. If you build a bond with your customers/clients they are much more likely to purchase whatever it may be that you are selling.

    I have sold millions of dollars worth of products over a beer chatting as friends or while out to dinner. Trust, and friendship can take any business to the next level.

  • Good point, sales of any kind is always about understanding what your customer/client needs and finding a way to fill or satisfy that need. If you can provide a solution to someones problems, and answer to their questions of fix something they need fixing they will pay you for it.

  • Hey Yaro, not to triple post here but that last comment of mine I did as a reply to Ben Pei up higher in the page, it still added my comment at the end of the list.. seems your comment system may been a bit of tweaking, do you have threaded comments enabled?

  • Yaro, there are some great points here. You see a lot of these seminars advertised, and as you correctly point out the seminars are frequently the sales pitch for the ‘real’ product.

    You also mention that whilst a lot of the seminars have a cost to attend, you can usually score a free ticket.

    I wonder how people would feel if they’d paid to attend the event and then realised that most of the people there hadn’t paid a cent to attend? It seems like a good way to reduce trust and goodwill rather than increasing it.

  • There are few other factors as well …

    – People seek for the solution … and if you are selling such solution than you can sell.

    – People generally purchase from those sellers whom they like …

    – Third one is your third option and I think this is very vital to get a start

  • It’s about giving first. Teaching is giving so it builds trust. A free book packed with useful information is giving too. You are giving before you ask for anything.

  • In my own opinion, it is the seller and the quality of the product been sold, i dont think the price matters cause as long as the buyer is satisfied with what he or she purchased the other time he/she will always come back because of the trust.

  • I walked out of a Chris Howard event 2 weeks ago. Actually it sounds like it was the Melbourne version of the one you attended Yaro! I was highly unimpressed with the pure selling approach taken by the speakers – I really felt as though I was learning nothing at all. Given it was a free event I expected a lot of selling, but had thought there’d be education first.

    I’m someone who has no qualms at all about spending money on self-development and/or marketing and education products, but there is absolutely no way I would consider buying anything at such an event. Trust is massive, and this hard sell approach doesn’t work for me one bit!

  • I have learned that trust is the #1 key to success. If anyone is building a name for themselves you have to have this. Greatly explained Yaro!

  • Since learning from you Yaro, the biggest ha-ha has been the idea of using our blogs as a way of teaching people and therefore establishing our credibility and build a relationship and then turn around and monetize that relationship via our own products or by becoming “the” resource for affiliate products in our niche.

    I had never understood this concept until now, but I’m now focusing on that and I can already see huge difference between my new blog and the one I started 2 years ago.

  • After reading this I learned some valuable info especially when you were talking about Emotion Sells thank you for this post good stuff.

  • By purchasing software one gets the sense of ownership and freedom for executing it in many ways. And more over it is legal!!!

  • joe

    Hey Yaro,
    Great info here and so true. You can have the greatest product but if you lack just the excitement about it itself no one will be drawn to you or it. It is amazing what some words of understanding and some passion and a great something to sell or share can do and how it can prevail…

  • This is very true, I only buy products from trusted people or websites. I’ve never bought anything from a sales-pitch page from someone I didn’t know, no matter how good they made their sales pitch sound.

  • ‘Lizard Brain’

    This is what John Carlton talks about and is entirely true. Some people go crazy when they are hypnotized by some of the slick presenters. These people should exercise better judgment skills and use some logic.

    On the flip side,

    I got a lot of REAL value from the wisdom of John Carlton and Brad Fallon. In my own presentation I delivered real content and actual examples people can use to make money. People who came to my workshop got real value.

    Having traveled the world to many live events, my advice is look at what the person DOES not what they say they do…. Are they a professional speaker or an expert at what they are trying to sell you?

    Re the recent event,

    The price of admission was zero – what could people possibly complain about?

  • Nice post. This really puts all the principles I’ve heard from Jeff Walker, Brad Fallon, Eben Pagan, Jay Abraham, and others, together into 1 article.

    I relly think emotional and moving the freeline and getting social proof are some of the key elements in sales in today’s world!

    Anwyays, thanks for that.

  • Yesss Masssterrrrr….I trussst youuuuu….hahahahah…great closing there, Yaro! Yr post sure brings back memories of a multi level marketing presentation I attended a year or two ago. At the time I was quite taken aback by the charismatic religious type atmosphere they created, but it sure made lots of people make emotion based decisions when buy-in time came around.

  • Wow, this is some good stuff. I’m almost scared to use the Internet anymore, or even go out in public, since there’s always others trying to tap into my emotions to get me to buy stuff – ha! Anyways, thanks for the good read!

  • This is nice stuff. It’s great to understand what motivates a purchase to make sure that you can get one. I’ll keep this in mind the next time I’m making a landing page. Great tips here Yaro, keep it up!

  • Hi Yaro,
    Once again very timely and interesting concepts for the beginner and the experienced to implement into their sales programs. Thank you for your insight into a subject that has so many elusive factors at work.

  • giving your customer with great first impression would lead to a success sale, or increase the chance of selling.

  • people buy from a trusted source of course.
    p.s. I love the new look of your website
    -karl johnson

  • I just doing my daily visit to your blog. You have not yet made a new post so I browse over your archive. Then I found this post. What motives a purchase? It is more on a varying behaviors of varying people. Some sellers make consistent sales to their loyal costumers. Customer loyalty requires long and close relationships with customers.

  • Great post Yaro,
    I’m inclined to believe that trust is likely the most important element in making sales, and teaching largely helps to build trust, that’s why those are my preferred methods of selling.. Without trust though, you’ll never have an easy time of making a sale.

  • I know when I attended my first seminar I bought a few of the presenter’s items because they hooked me in emotionally, and also because they got me to trust them. Looking back on it, if I had the choice again, I would likely not purchase the items, mainly because of what I know now.

    Till then,

    Jean

  • The tree things you mentioned motivating a sale are the three things that are the most effective. “Emotion sales” is basically the broadest way used, while the other two would take a lot of time, but would bring constant, sustainable sales.

  • Emotion is one of the strongest feeling when it comes to buying something. If you see a great expensive car you almost instinctively want to have it (of course many people don’t buy them, not because they don’t want them but because they don’t have the money). So if you can make a product appealing to the customer is the first step in getting a customer.

    After you obtained a lead, you need to gain his/her trust. If they want a product but don’t trust you, they will look for that product somewhere else! So you still have to work for it, even if the customer is ready to buy.

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