The Role of Emotions in Small Business Marketing Strategy
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fe, when someone feels important or special, they are likely to be interested in what we have to say, right? We win a person’s loyalty just by listening to them or talking about their interests. This is a simple marketing strategy that a small business can use in their marketing campaigns.
For online businesses, even if you don’t get to look in their eyes, you can connect your brand to them by appealing to what’s important to them.
Most people make a purchase because a product or service makes them feel great, confident, smart, sophisticated, etc. This simply shows that emotions drive people to take action. Businesses that establish emotional connections in people’s minds project an image that people want to buy into.
Based on the study by Google and CEB’s Marketing Leadership Council, building emotional connections with customers drives important purchase outcomes like purchase intent and pricing power. About 50% of B2B purchasers buy a product or service when they see personal value in their business purchase decision.
Tie your Marketing Strategy to an Emotional Message
You can generate leads and sell more when you understand the emotional triggers that make people buy. People don’t just buy what they need; they also buy what they want. Their needs are logic-driven, but their wants are driven by emotions.
For you to attract people’s attention, your marketing message should be something worthy of their time and emotional investment. Engaging with your target audience is also about creating a connection, touching their hearts, and contributing to their life.
You’ve got to realize what they love, hate, etc., what keeps them awake at night, what they enjoy doing, or what events they dread. Through this, you can create a small business marketing strategy to address those emotional needs.
Some of the most commonly used emotions for marketing strategies include:
1.Love
We tend to do strange things for the sake of love. People enjoy buying things for their loved ones. So, what do your customers love? It can be everything – their family, partner, business, books, food, etc.
2.Fear
Consumers fear not fitting in, being left behind, missing out on something, etc. What are the fears that can motivate your prospect to buy from you? Will it be missed opportunities, risk exposure, or embarrassment? Then use or diminish that fear.
3.Desire
Most consumers have the desire to feel equal, better than their peers, or “keep up with the Joneses.”
These can also be:
- Desire for more free time to do things quickly to have more time with the family, etc.
- Desire to be the first to try on a new product, be the leader, etc.
- Desire for freedom to act and live how they want
- Desire to find the best deal or value for money
- Desire to feel a sense of satisfaction and accomplishment
4.Sense of Belonging
Customers often make a purchase to feel like they belong. A business can use the words, “You’re part of the family” in its marketing message.
5.Instant Gratification
Most people want instant gratification in every aspect of their lives. Using words and phrases that depict a sense of urgency like “now”, “within 24 hours”, “in less than a week”, etc. appeals well to human emotion.
6.Security
People want to live without worries, and have peace of mind that their family will always be safe or that their stress level will be lessened.
7.Time
Nowadays, people are getting busier than ever. They want more time to pursue their interests, spend time with their family and friends, etc. Make your marketing message effectively appeals to that need.
Most consumers care about brands that can help them, make their lives easier or better, solve their problems, or satisfy their emotional needs. Your challenge here is to find out which emotions to tap into for your brand message and marketing strategy. You can’t simply make assumptions. Triggering the wrong emotions won’t even benefit your business at all.
Interested in how to use emotions powerfully?
Start by watching our business-altering video titled The 3 Biggest Lead Generation Mistakes Small Businesses Make… And How To Overcome Them All. We’ll reveal the strategies you can immediately deploy that will enable you to out-think, out-market and out-sell your competition. http://maximizeracademy.com/
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