Monday’s blog addressed how buyers make decisions based on emotion and not on facts alone. We left you with questions on how you are creating an emotional appeal for your buyer, and inquired as to how you are filling the space left open once the facts are consumed.

Today we suggest ideas on how you can create greater emotional appeal for your buyers.

1). Are you creating and presenting a “likeable and approachable” image to the market? Meaning, you may be smart as can be; but if you are not approachable, and likeable, you’re at a disadvantage. (This has to do with your brand – your image, message and delivery. People tend to buy from people they like). True, we see some contrarian behavior (that is people who are dismissive and can appear to some as rude)—but the successful ones do so in an emotive way. This takes careful balance between being personal (and interesting enough to pay attention to) and having the business sense and success that draws people to you for help.

2. Fundamentals are great; but do you have a handle on the up and coming? Are you knowledgeable of the economic and market changes, demographics, trends, technology? It is a beautifully diverse world these days—are you staying abreast of it so as to sufficiently calibrate your own business, and best respond to your customer’s needs? Otherwise said, are you helping them envision a better future with your product or service: a better future grounded in developing trends.

3. Don’t hide. If you do, you quickly become invisible and the “noise” of others takes over. Be visible, stand up in the crowd and be willing to speak for what you believe in; otherwise you won’t be noticed. This includes tooting your own horn when appropriate.

4.  Always, always, always have the buyer’s best interest in mind. Buyers buy based on emotion, but if the emotion was triggered through deceit, buyers remorse sets in and you become someone who won’t be trusted. And in this highly connected world – word spreads.

Copyright 2011 Kubica and LaForest

This entry was posted on Thursday, June 2nd, 2011 at 4:21 am and is filed under Brand Building. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.