ENGAGE

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ATTRACT

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If these "deficiency needs" are not met – with the exception of the most fundamental (physiological) need – there may not be a physical indication, but the individual will feel anxious and tense.

Maslow's theory suggests that the most basic level of needs must be met before the individual will strongly desire (or focus motivation upon) the secondary or higher level needs.

Maslow also coined the term Meta-motivation to describe the motivation of people who go beyond the scope of the basic needs and strive for constant betterment.

The human mind and brain are complex and have parallel processes running at the same time, thus many different motivations from various levels of Maslow's hierarchy can occur at the same time.

The forces that influence whether people buy include:

– We buy things to fulfill what Maslow describes as the bottom of his hierarchy; things like food and shelter.

– You need something now and will take the easiest or fastest path to get it. Think about the last time you were running out of gas, or were thirsty. This could also be purchasing something to increase comfort or efficiency.

– Sometimes you buy because you need to replace old things you have (e.g., clothes that don’t fit or are out-of-date fashion).

– This could be around collectibles or a perceived need that something may run out or have limited availability in the future. Additionally, there’s a hope to gain a return on investment, such as collectible or antiques; anything that accrues value over time.

–Something is purchased for an esteem-related reason or for personal enrichment.

– Sometimes you just buy to try to replace things

you cannot have and never will.

– Something you identified earlier as a wants, is now a

lower price than before. Maybe you were browsing for a particularly large

screen TV, and you saw the summer's great special offers.

– When the perceived value substantially exceeds the price

of a product or service. This is something you don't particularly needs, you

just feel that is too good deal to pass it up. (Like the stuff that they places in

front of the entrances or near checkout counters of stores.)

– When purchasing a category you’re unfamiliar

with, branding plays a big role. Maybe you had to buy diapers for a family

member and you reach for Pampers because of you’re familiarity with the

brand, even though you don’t have children yourself.

– Everybody wants the latest and greatest. (I-Phone mania) This could also be when someone mimics their favorite celebrity.

– Some external force, like school books, uniforms, or something your boss asked you to do, makes it mandatory. This often happens in emergencies, such as when you need a plumber.

– Sometimes you make a purchase to impress /attract the opposite sex; to have something bigger/better than others, friends, etc.

– Something that helps bond you to a cultural, religious or community affiliation. Maybe you’re a Harvard alumni and Yankee fan who keeps kosher.

– Something is purchased because your friends want you to. You may need to think back to your teen years to think of an example.

– People sometimes feels better about themselves when they’re giving to others, Purchasing things we don’t actually need or wouldn't normally purchases, just because it will helps another person incrementally, for some is certainly an essential buying decision.

– This happens when somebody buys you a gift or does something exceptionally nice, now it’s your turn to return the favor at the next opportunity.

– Sometimes people buy from other people because they listened and cared about them even if they had the lesser value alternative.

– This is outside the range of the normal human operating system, but it certainly exists and accounts for more sales than any of us can fathom.Can you think back to the last time you bought something and kept asking yourself to explain the reason why?

– Huge amount of market sales are generated out of fears, which is differs based on the personality and every one has his own fears, therefore before knocking the fear as a motivator,

ask yourself: How long will this fear lasts?

– Who doesn't deserve a bit of luxury every now and then? as long as you can afford that, a hour-long massage with a complete body care, or three nights in a five star beach hotel with a VIP ticket to Europe.

And there’s no better justification for that than “you’re worth it”

All of these needs are differently covered according to the individual and personal variation, which defines the priority of these needs

And these variations can make some of these needs essential for some, more than they are to others

These variations are the key for the availability of a different range of products, which may covers the same category of needs in one market, and still they are all sells

Which is The Principle Of Competition

And this is Why Marketing is Needed

Therefore, You must identify based on your type of products, to which category of the needs you belongs to, then you will build all your marketing plans to send the proper message to your targeted customers

The more your products is closer to basic needs the more you will find more competition, because this is the area that every one knows that it must be covered immediately.

Each category have its approach to satisfy customer needs, and there all marketing money goes.

A few years back there was a belief that we can create customer need, which proved wrong

No one can create a need that does not exist in the first place in a persons mind

But it is the proper approach that makes this need to be a priority

So It is again the marketing approaches that will makes your product in the top of any possible customer's purchasing list

Conclusion, the best way to convince customers to buy is not by selling to them, but by educating them through interactive selling techniques, and proper advertising methods.

Still, You Must show your product in the right place at the right time with the best possible price

Then use marketing to tell your targeted customers how to locate your product with the right message that comply with their buying behavior, and of course a good deal will be a great add.