Want or Need ?

One of these or both has to be present in your prospect's mind if a sale is going to be made. A need is probably more urgent because they will have to buy this from someone. Once they are off the phone, website or out of your store you might not get another chance.

Many times "wants" and "needs" go together and can be combined to entice a purchase. Dental care is a need but braces or special whitening may only be a want. Fishing can be a want but you need bait or a lure to be successful. We see examples everyday in our lives and and may be involved in some of them.

Entire businesses have been built by adding wants to needs. Look at lasik eye correction or contact lens; basic vision care is necessary but can be taken a step further. Food is a need but a $100.00 steak dinner with wine is a luxuty want. The same goes with expensive cars, boats and homes. How can you create more wants for your business to entice customers?
More in the monthly Idea-Letter (since 2002), free sample at www.idealetter.com