Quick Tidbits

Invoking Buying Emotions & Value vs. Selling

Published January 10, 2018

Many have heard Gitomer's famous words "People don't like to be sold, but they love to buy." (See Gitomer).

If your marketing and website content is just trying to "sell", then you may not be making many actual sales.

Successful marketing doesn't "sell" as much as it invokes a user's emotions to buy.

When invoking these emotions, you must be sure to clearly show the value of your product, service, or information; rather than focusing on the benefits or features. Benefits and features are meaningless to customers unless they see the value.

Customer’s don't want to be sold, and they don't care about features as much as they care about what's in it for them; how will this product, service, or information make their life easier.

People love to buy things that will make their life easier!

Invoking Buying Emotions & Value vs. Selling

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