What Makes People Buy?

I was looking into buying patterns on the internet, the other day, for a couple of sales seminars that I am putting together and came across some very interesting information, which I will be passing along via my blog and tips.

Consumers buy for a myriad of different reasons; here are some of them and think of what categories your products would be most likely to fall into. According to a number of sites I looked at, including Click Z, people buy for a whole host of reasons:

  1. To fill basic needs such as food and shelter. Though the idea of basic does vary a bit from person to person. Because I love to read, I find books to be a basic need for me.
  2. Something needs to be replaced or we want to replace that is getting old.
  3. Finding something at a bargain price or something that we consider a great value will light up our desire to purchase.
  4. A new or innovative product may also catch our attention. The newest iPhone is released and all the early adopters and lined up outside the Apple store waiting to buy it.
  5. Sometimes we feel we deserve a treat or a reward for something we have accomplished (even if it is just making it through a hard week). It doesn’t have to be anything big even a small reward can perk us up.
  6. Here’s one I really like, “The Girl Scout Cookie Effect.” We know that the reason we buy Girl Scout cookies (especially Thin Mints and my favorite Samoas) is because we are so unselfish. After all, we want to support a good cause.

There are lots of reasons why people buy and we will be delving into many of them over the next few blogs. We will also be looking at why people don’t buy and what we can do to help them get over that.

A tip of the glass from me to you!

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How Does Your Retail Area Make Visitors Feel?

Color has a big impact on people. How does your retail area make visitors feel? Colors make people feel differently and react in different ways. The reactions are not always what you would expect. For example, often yellow is described as warm or cheerful, yet yellow is also the most tiring color to the eye because of the high amount of reflected light. It can also create irritability and anger and babies are known to cry more in yellow rooms.

So, before you start painting your retail room or redesigning your label, think about how people react to the different colors and how colors can affect their buying patterns. I have listed a few of the emotions and attributes linked to different colors.

Red               Excitement, strength, sex, passion, anger, speed, danger, hunger, warmth

Blue*            Trust, reliability, belonging, coolness, tranquility, appetite suppression

Yellow          Warmth, sunshine, cheerfulness, happiness, wisdom, optimism

Orange          Playful, warm, vibrant, confident, adventuresome, improves mental clarity

Green            Nature, fresh, cool, growth, contentment, abundance, soothing

Purple           Royalty, spirituality, dignity

Pink                Soft, sweet, nurturing, promotes security

White             Pure, virginal, clean, youthful, mild, stable

Black              Sophistication, elegance, seduction, mystery, stability

Gold               Prestigious, expensive

Silver             Prestigious, cold, scientific, aloof

Blue is the favorite color for the largest percentage of people in the United States . Shown below is a breakdown of the popularity of colors.

Blue: 44%       Green: 12%     Red: 11%         Black: 4%         Purple/Violet: 4%          Brown: 3%

Pink/Rosé: 3%      Beige/Tan: 2% White: 2%        Grey: 2%          Yellow: 2%       Mauve: 2%
Fuchsia: 2%     Maroon: 2%

There’s a lot more to learn about color and how if affects consumer purchases, so look for future blogs on color and its effects on consumers.