Marketing Concepts

Last Update: September 14, 2014

Every time we buy something we go through a series of steps. We buy to satisfy a need or to solve a problem.

How do I decide which product or service to buy and where to buy it from?

Understanding how people come to a decision helps businesses match their marketing and promotional activities to each part of the decision making process.

The following are typical stages in the decision making process.

Step 1: ATTENTION - Marketing brings products or services to our attention.. We must be aware of a product before we decide to buy.

Step 2: INFORMATION - To determine whether a certain service or item meets your needs yo have to look for information (Reviews).

Step 3: DECISION - We ma decide to buy immediately but often we need time to think it over particularly if it is an expensive item. You will look where you can get the best deal if there are alternatives, The sales page of a website may influence your decision as well as special offers like free brochures, reduced sale price and the like.

Step 4: ACTION - The next step is to find a site that stocks the product you want.Delaying action may mean that the product is no longer available or you may lose the bonus offer.

Step 5: SATISFACTION - If you like the product and it meets your needs, then you may become a regular or repeat customer. If on the other hand yo think that you could have made a better deal somewhere else than, next time you will probably look for another website

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cookma54 Premium
Good points.
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BrooklynPhil Premium
People buy with 4 main considerations; Want, Need, Use & Afford.
You, don't need all 4 to make a sale, but you usually need at least 2.
Want, is #1, we all buy stuff, we don't need, can't afford and don't use once we get our hands on it.

"Sell the Sizzle, not the Steak" means, get them salivating for your product (or service). Create the Desire. Show them why they want it, and can't live without it and your success is assured.

The true Art of Sales is, don't be obvious that you're Selling. People love to buy and love to own stuff. But, nobody wants to be sold anything. You don't hear, "Look at the new iPhone that guy just Sold me!"
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kmer6 Premium
Yes, you are right. "Sell the Sizzle, not the Steak" My wife was bad about going to the store because the store advertised there was a "sale"
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BrooklynPhil Premium
The Sale sign I love is "SALE! Up To 50% And MORE!" Huh?
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kmer6 Premium
lol, yes like more is less than 50%
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Xavieur Premium
Right, it is true, but how to do it, that is the question! This the thin line between success and failure.
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BrooklynPhil Premium
The best way I've found to do it is, to now tell a lot about your product or service, but to ask a lot of questions.

The way I learned it was, "Telling Is Not Selling... Ask A Better Question" People buy for their reasons, not yours, no matter how persuasive you think you are, or how great a salesman. Find out what is important to them. It's not about you.
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kmer6 Premium
Yes you are very right. Thank you. I am always looking for the best deal, price, even if I have to wait. Others have a passion in making the deal, the more extravagant, the better. Still others, got to have it right now, regardless the price. So finding a balance within the three may lead to more sales.
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Xavieur Premium
Thank You
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