We all want “qualified leads” that flow smoothly throughout our sales cycle. But the problem lies in our sales lead generation preparation; we don’t have enough information about our prospects. But there’s no need to worry, as alternative ways can help you derive insightful results about your lead.
We are talking about “physiological factors” that compel your leads to buy your products. Understanding these buyers’ motivations will always help you take advantage of a deal. So, without further delay, let us delve into the most common buyer motives you need to consider when conducting your sales efforts.
Your clients are usually looking for a solution to their wants and needs. All they require is a simple answer to their pain points. So, you must seize this opportunity to position your product as an excellent problem solver.
For instance, you can demonstrate how your product can address their problems via multiple channels such as video, ads, email marketing, blogs, and many more. Doing so lets you connect with your prospects and resolve their issues immediately.
Most businesses are inclined to follow suit. That’s obvious because everyone wants to be part of the trend and nobody wants to miss out on the next big thing. So, your targeted businesses are probably interested in buying a product or service that their competitors also seem to be buying. In such a case, you can tailor your content to pitch this class of your leads and give them a leg up on the bandwagon.
Fear can drive action in almost any circumstance, and sales are no exception. That’s why most businesses use fear factors to create a sense of urgency in their customers’ minds. Well, you don’t need to follow that tactic. Instead, you can show how your product can ease the worries or concerns of your leads.
By doing so, your leads can feel satisfied, and as a result, they may approach you to buy your products.
Did you know 84% of leads make impulse purchases? (source). Your prospects tend to make purchases in the heat of the moment, without thinking. This happens when they are excited or in need of buying something. Therefore, you need to find a way to build excitement or a sense of urgency among your audience.
5. Financial gain
Most B2B prospects make financial investments to save or build money. In other words, they need a high-interest rate, which is another strong motivation for your leads to buy your products. They aim to purchase a product that can improve their growth, revenue, and business operations.
If you sell your product to such prospects, you must not fail to show them your previous results, like case studies or testimonials. Because doing so can assure them that their business will be in good hands and that your products will result in more significant investments for their company.
Well, these are some of the physiological factors that drive purchases. So, knowing your audience well can help you identify the groups your leads belong to. This can help you build campaigns that appeal to your leads’ motivations.
We hope the above tips have helped you understand the various buyer motivations to better target your audience in a more meaningful and engaging way.