Mo­ti­vat­ing Forces Make Sales

by John Delavera

It takes more than a sim­ple ex­pla­na­tion to re­ally sell a prod­uct. While ad­ver­tis­ing cam­paigns that are purely in­for­ma­tional can show de­cent re­sults, they gen­er­ally will not pro­duce record-break­ing num­bers. This is of­ten due to the fact that cam­paigns of this na­ture fail to ac­tu­ally mo­ti­vate peo­ple to take action.

Hu­mans are mo­ti­vated by a num­ber of forces. Ba­sic needs, of course, are huge mo­ti­va­tors, but there are many oth­ers. It is the other mo­ti­va­tors that can re­ally drive peo­ple for­ward to make pur­chases, adopt par­tic­u­lar prod­ucts as their brands of choice or even make im­pulse buys they have no need of but can­not seem to walk away from regardless.

In the mar­ket­ing world, highly suc­cess­ful pro­fes­sion­als tap into a num­ber of mo­ti­vat­ing forces to help them sell com­pa­nies and their prod­ucts. There are, in fact, 22 mo­ti­vat­ing forces that are con­tin­u­ously at work in people’s lives. These forces can drive peo­ple for­ward to look for so­lu­tions to meet their needs and mo­ti­vate them to buy when they be­lieve they have found the an­swer to those needs.

Truly suc­cess­ful mar­ket­ing ef­forts tap into these mo­ti­vat­ing forces and use them to guide peo­ple to take ac­tion. The best of the best know how to ma­nip­u­late the un­seen to get peo­ple to move for­ward and ful­fill their desires.

Mo­ti­vat­ing forces can be pow­er­ful mar­ket­ing tools for a num­ber of rea­sons. They include:

* Their abil­ity to call peo­ple to ac­tion – When mar­ket­ing taps into mo­ti­vat­ing forces, peo­ple will re­ceive and re­spond to a call for ac­tion. Sell­ing peo­ple on the idea that a prod­uct or ser­vice would make a good pur­chase is not enough. Peo­ple have to be mo­ti­vated to ac­tu­ally take ac­tion and make the purchase.

* Their abil­ity to ap­peal to de­sires – Peo­ple are highly mo­ti­vated by ful­fill­ing their own de­sires be­yond rudi­men­tary needs. When they are mo­ti­vated to be­lieve prod­ucts or ser­vices will meet their de­sires, they will re­spond ac­cord­ingly. Tap­ping into dif­fer­ent de­sires with mar­ket­ing cam­paigns takes un­der­stand­ing a few well-kept se­crets, but once they are em­ployed the sky can be the limit on sales.

* Their abil­ity to touch peo­ple on an emo­tional level – Hu­mans are noth­ing if not emo­tional. Some of the most suc­cess­ful mar­ket­ing cam­paigns in his­tory have tapped into the emo­tional side of hu­man be­ings to get them to take a par­tic­u­lar ac­tion or pur­chase a spe­cific product.

* Their abil­ity to in­flu­ence – Peo­ple have to be in­flu­enced to make the pur­chase of a par­tic­u­lar prod­uct over an­other. When mo­ti­vat­ing forces are used in mar­ket­ing, con­sumers will of­ten feel com­pelled to give a par­tic­u­lar pur­chase a try or they might be in­flu­enced to keep buy­ing the “tried and tested” even if some­thing else has ap­peared on the aisle that looks just as good, but does not cost as much.

When mar­ket­ing ef­forts tap into mo­ti­vat­ing forces to drive peo­ple to ac­tion, sales tend to re­sult. If these ef­forts are es­pe­cially ef­fec­tive, the re­sult­ing sales can go well be­yond ex­pec­ta­tions and the re­peat busi­ness will not fail to please.