We know that people buy based on emotion and defend what they
buy with logic. "But Mom I really need a new bike because my
tires are worn out" we said at 10 years old. What we really
wanted was the bike that Jane just got for her birthday.

Now we say "But I really need a Palm Pilot! My old day planner
is just worn out". What we really mean is that Fred just got
one and won't stop poking the stupid thing in our face every
time he uses it. At 10, or at 40, we want to keep up with, well,
you know. On the other hand, we may just want to shut Fred up!

People buy based on emotion in business as well - but the key
is WHAT’S THEIR MOTIVATION?

People in business act for two basic reasons. The first is
promise of gain. The second is fear of loss. The question is,
are you meeting their needs? And these needs determine whether
a customer will buy or not buy. Let’s look at each one and see
how they can help us succeed.

WHAT’S IN IT FOR THEM?

The need for gain can take on many different forms. We can help
people earn more money or gain more knowledge. On the Net, we
are often selling something. Examine what you are selling.

What’s in it for them? THAT’S WHAT THEY CARE ABOUT! Let them
know that they will get what they want by doing business with
you. Have customers give you feedback on why they bought.

Have friends give you feedback on

WHAT WILL THEY AVOID?

People want to know it’s been done before. Few will risk their
time and money without knowing that what they hope will happen
for them has happened for others. Your job is to both challenge
them and comfort them. They need to hear from you that they
won't lose out by doing what you want them to do. Examine
yourself to make sure that in addition to encouraging people
to act you let them know they won't be hurt by their action.

The Net is a great place to do business. When we were selling face
to face (or even on the phone) we could use facial expressions and
tone of voice to make our point. Now most of our business is done
through words. Be sure that the words you choose communicate
that they will gain, they will not lose. Do that and you build
relationships that will pay you handsomely for years to come.

Lisa Hochanadel’s Internet business succeeds
because she understands what people want. She wants
to share with you how she has achieved her success.
For more info, mailto:qcsbs1@getresponse.com and
see how Lisa can help you achieve your goals.