When you really dig down, there are only three human drivers that get us to make a purchase. Knowing them and understanding them is important if your marketing is going to be successful.
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Podcast Transcription
The Only 3 Reasons Why People Buy
When you really dig down, there are only three human drivers that get us to make a purchase. Knowing them and understanding them is critically important if your marketing is going to be successful.
Hi, I am Tim Fitzpatrick with Rialto Marketing where we believe marketing shouldn't be difficult. All you need is the right plan.
Thanks so much for taking the time to tune in. I really appreciate it and I appreciate you. I've talked about this before. I will continue to talk about it until I'm blue in the face. But to gain the attention and interest of your ideal clients, you must focus on the problems they have and don't want and the results they want and don't have. I'll say that one more time. You must focus on the problems your clients have and don't want and the results they want and don't have. But once you use those to bring them in, to draw them in, to gain their attention and their interest, what actually drives them to make a purchase?
At its core, it is three main things and I did not come up with this. This has been around for a long time, but like most things that are basic, fundamental principles, they are very easy to overlook and skip.
The Only 3 Reasons Why People Buy
So here they are, three of them. The first one is the drive to make or save money, accumulate resources and reduce risk. That is the first one. The drive to make or save money, accumulate resources and reduce risk.
The second is the drive to establish relationships and deepen human connection. We are humans. We are always striving for connection and relationships that bring meaning to our lives.
Now, the third is the drive to become and remain healthy. The drive to become and remain healthy.
Those are the three elements and I'm sure as I talk about them, you may be thinking yourself, oh yeah, I've heard people talk about this before, right? Like I said, I'm not the first person to talk about this has been around for a long time. But those three drivers are what entice people to make purchases. So when you are marketing and selling your products and services, how can you tie them back to at least one of these three reasons why people buy?
It is not uncommon for a business to only be able to tie what they do back to one of these drivers. So if you can only tie it back to one, it's totally okay. You don't need multiple. If you can tie it back to multiple, then great. But if you can only tie what you do back to one of these drivers, that's totally okay. But what we need to do is understand which one of these drivers are relevant for what we're selling and then we need to make that connection for our potential clients. We cannot assume that they're going to make that connection themselves.
So in your sales process, your marketing process, you need to make it very clear how what you do ties back to one of these drivers because it is that driver that is in the end is going to get them to make the decision whether they want to work with you or whether they don't.
So key. Now the easy way to remember this is somewhat crude so if you get offended easily plug your ears right now but remember this get paid, get laid, and stay alive. Get paid, get laid, and stay alive. It's the easiest way to remember all three of the drivers.
Conclusion
I hope you found this helpful. My question to you now is which one of these drivers does your product or service help satisfy for your potential clients?
I am Tim Fitzpatrick with Rialto Marketing. Thank you again so much. This was a short quick episode but I hope you've enjoyed the content that is there. If you want to create your marketing plan in minutes and start seeing results head on over to growthmarketingplan.com. That's growthmarketingplan.com. The 90 day marketing plan kit that we use is right there for download. It is totally free. In that kit are all the downloads, the tools, the resources that you will need to get started today and have your plan. Having a plan is key to being effective in getting consistent and repeatable results so head on over there growthmarketingplan.com. You can always connect with me and our company at Rialtomarketing.com as well that's R-I-A L-T-O marketing.com. Thanks so much. Till next time take care.