Illogical, Irrational, and Real Reasons People Buy What You Sell
Online searches and customer opinion research results reveal what people believe about your product, your product category, what your offering means to them personally, and why they make what otherwise may seem like illogical buying decisions. Think about it:
Why pay $5 for a loaf at the out-of-the-way Italian bakery if they can buy bread for under a dollar at the grocery store?
Why pay nearly double for a Lexus than for a Toyota if some models of both are built with many of the same components?
Why seek cost estimates from three service providers and then choose the most expensive bid if all three propose nearly the same solution?
Why? Because people rarely buy what you think you’re selling.
People don’t buy your product. They buy the promises, the hopes, or the satisfaction that they believe your product will deliver.
They buy the $5 loaf of salt-crusted rosemary bread because they believe it’s worth it, perhaps because it tastes superior or maybe because it satisfies their sense of worldliness and self-indulgence. ...
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