Have you ever stood in front of two products in a grocery store fretting over features, promises, prices per ounce?? All in all making a 20-30 cent decision and then pop into a Starbucks and spend $4.29 on a White Mocha Frappuccino and not think anything of it? How can we so easily part with $4.29 and fret over 30 cents?
Studies show that consumers rationalize buying decisions on facts but make actual buying decisions based on emotions. It is believed that 20% of the decision to make a purchase is logical and 80% is emotional.
Home purchases can easily be the single biggest purchase for a consumer. As realtor's do you have a litmus test to determine if your prospective client is a rational or emotional buyer?
If so do you deploy different strategies to:
- Help your prospective client "feel good" about you representing them?
- Deliver emotional value to get them to their final decision on home buying?
Perhaps we can share our thoughts, ideas, and experiences...