First of all, EVERYBODY SELLS
Selling is a way of life
Selling is our recognition of how interdependent we are as humans
I need you and you need me
The title of this article is dramatic but deliberate
Nobody buys coffins with joy
people don’t like the commodity, but they still buy it
It is one of the hardest commodity to market, but it must still be done
Deep down, there are two things that really catches peoples attention
- What they really want
- What they are really afraid of
As a copywriter, this is how to get people’s attention
Stop talking about what they need. People don’t care about what they need unless they are in trouble, they rather care more about what they want
Let me give you an example. How come a lady can buy a hair of 450k, but is yet to pay her school fee… Need vs want
A man can buy a car o 2.5m but is still owing house rent… Need vs want
Want is emotional, but need is logical
People need to be healthy, yet they buy all kinds of carbonated and sugary things. Because the drinks company sell what they want to them
Now, you have what people need, how do you sell it? Figure out what they want first and present what they need as the means to what they want
That’s simple buyer psychology. Get it?
Tell me your business type and ask me how we can incorporate want/need into your advertising message in the comment section
For instance how can a man selling coffins incorporate want/need in his message