What is the essence of successful entrepreneurs?
What if I said it had something to do with how you feel about this Audi-R8 in the this picture?
I’ve had my eye on this Audi-R8 Coupe recently – in fact it is one of the motivations I have plastered on my wall beside my computer for the various projects I have on the go over the next few months.
This car may or may not be attractive to you – if not, substitute another picture in its place. The point is, I wanted to work through an explanation of WHY buyers are motivated and HOW that must drive everything you do in planning, designing, operating and growing your online business. For just a minute, work with me to understand possible motivations behind this $100K purchase – then you can relate this same process to any niche market or product idea you are trying to develop.
On the face of it, you may think that the desire to own such a car is a way to flaunt wealth or has to do with a show of money?
Possibly – but then you ask, what is the motivation behind wanting to show that you have money or wealth?
Here are some underlying motivations for wanting things -like this Audi-R8, that really gets to the underlying motivation allowing the car company to more effectively plan, design, grow and market their business:
- I immediately imagine the comfort and power of the Audi R8 – I can smell the leather, hear the purr of the engine, feel the gears slide effortlessly into place – with this car I would have the comfort when I get stuck in traffic, the power to get where I’m going when I want to, the sound proofing so that I don’t miss an instrument on the radio – pure comfort at it’s highest.
- On the outside – I can imagine driving around my neighborhood in this car and do you know what message I see it sending? I struggled through university, worked my way up in retail and support jobs where I earned $3.50/hour with 10’s of thousands in updaid bills hanging over my head – then I worked myself into a high-level corporate position earning a nice six-figure income but lost comlete control of my time, energy and creativity, so….WHAT DOES THIS CAR MEAN TO ME…
- Driving around my neighborhood in my Audi-R8 would send the message to others that you can make it on your own – without being controlled or dependent on others. The selling statement that would attract me most is to emphasize the freedom, creative energy, health and happiness of accomplishing great things in your life by your own rules.
See how it works?
Not only should you do this for your own goals – figure out what really motivates you about these goals, you should do this for your business and market.
If you have chosen a market – then find evidence of demand and ask these serious questions about what motivation is behind the demand. What do your prospects see when they look at a solution to a problem?
By reaching your prospect at this deep motivational level you will have created a business and product offering that will sell beyond your wildest dreams.
Jeff
