Seattle Business Networking Blog

How does your product or service resonate with your buyer's emotions?

You have surely heard it before: PEOPLE MAKE BUYING DECISIONS BASED ON FEELINGS & RATIONALIZE that Decision WITH FACTS. Feelings are not the only puzzle piece but they play an important part in your prospects understand of what you offer.

I hear clients say to me "I want to do this right. It is important that we look professional. My boss wants the WOW factor."

What do your clients say to you? Do your existing marketing materials address your client's buying emotions as well as supply the facts that help them justify their purchase?


You may be thinking - I sell to companies and companies don't feel: companies purchase - but it is people that decide.

A few points to ponder:

When you present the benefits, not features, of your service or product you are calling on emotion.

Pictures and images evoke emotional responses and ah ha moments.

Story telling taps into emotion.


Think about your last purchase - was it based on price, perception or did you want to be part of the group that was buying that product or service.

Emotions Move Us.

Jeela Ganje, Skyline Pacific NW, "We help you with your Trade Show and Event Marketing."

Links from my research that may be of interest to you:

http://blogs.mccombs.utexas.edu/mccombs-today/2010/04/do-you-make-buying-decisions-based-on-logic-or-emotion-a-tale-of-two-chickens/

http://www.zencartoptimization.com/2009/08/25/consumer-buying-emotional-drivers/

http://www.contentfactor.com/blog/what-did-don-draper-know-we-may-have-forgotten-part-1

http://sales20network.com/blog/?p=180