Selling with Something They Want Something They Need
In today's competitive market, it's not enough to simply offer a product or service. Customers are savvy and want more than just a transaction. They want an experience that fulfills their needs and desires. That's where "something they want, something they need" comes in.
Something They Want is the emotional appeal that entices customers to make a purchase. It could be a feature like a sleek design, exclusive perks, or a sense of belonging. By tapping into customers' desires, businesses can create a connection that goes beyond the product itself.
Something They Need is the practical aspect that addresses customers' specific problems or goals. This could be anything from solving a pain point to improving efficiency or achieving a desired outcome. By offering a solution that meets customers' essential needs, businesses position themselves as valuable partners in their customers' lives.
Benefits of Using "Something They Want Something They Need":
| Benefit |
Details |
| Increased Sales |
By appealing to both emotions and logic, businesses can increase sales by offering products or services that resonate with customers on multiple levels. |
| Enhanced Customer Loyalty |
When customers feel that a business understands their wants and needs, they are more likely to become loyal customers who return for repeat purchases. |
| Brand Differentiation |
By focusing on what customers truly desire, businesses can differentiate their brand from competitors and establish themselves as thought leaders in their industry. |
| Example |
Details |
| Apple's iPhone |
Something They Want: Sleek design, intuitive interface, premium brand. Something They Need: Communication, productivity, entertainment. |
| Netflix |
Something They Want: Curated content, on-demand access, personalized recommendations. Something They Need: Relaxation, knowledge, escapism. |
| Peloton |
Something They Want: Boutique fitness experience, social community. Something They Need: Exercise, motivation, accountability. |
Success Stories:
- Amazon Prime: By offering exclusive perks and fast shipping (something they want), Amazon attracts and retains customers who value convenience and a wide selection of products (something they need).
- Spotify: By providing a personalized music experience and playlist recommendations (something they want), Spotify has become a go-to source for music streaming (something they need).
- Airbnb: By connecting travelers with unique lodging experiences (something they want), Airbnb has disrupted the traditional hotel industry and provided travelers with affordable accommodations (something they need).
Challenges and Limitations:
While "something they want something they need" can be a powerful strategy, there are potential challenges to consider:
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Identifying Customer Needs: Accurately identifying what customers want and need requires thorough market research and customer feedback.
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Balancing Wants and Needs: It can be tricky to strike the right balance between offering desirable features (something they want) and meeting essential needs (something they need).
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Risk of Overpromising: Businesses must be careful not to overpromise on delivering on both wants and needs, as this can lead to customer dissatisfaction.
Mitigating Risks:
To mitigate these challenges, businesses can:
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Conduct Market Research: Regularly gather customer feedback through surveys, focus groups, and social media monitoring to stay informed about customer preferences and needs.
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Prioritize Needs: Focus on fulfilling essential customer needs first before adding additional features or perks.
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Manage Expectations: Be transparent with customers about the limitations of products or services and set realistic expectations to avoid disappointment.
