Why your brain buys stuff it doesn't need by Jamie Turner
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Consumer behavior: Why your brain buys stuff it doesn’t need. How to lay the foundation for an effective lead generation campaign.
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Why your brain buys stuff it doesn't need by Jamie Turner
1. Why Your Brain Buys
Stuff it Doesn’t Need
Jamie Turner, Founder of 60 Second Marketer, CNN Contributor and
Author of Go Mobile and How to Make Money with Social Media
17. Secret #4:
People have subconscious reasons
for preferring one brand over another
Baylor University proved this with a blind taste-test with Coca-Cola and Pepsi.
33. 1.Price-Oriented Customers: Price is everything
2.Solutions-Oriented Customers: They want low prices but will
respond to arguments about lower total cost or more dependable
supply or service.
Four types of business customer
34. 1.Price-Oriented Customers: Price is everything
2.Solutions-Oriented Customers: They want low prices but will
respond to arguments about lower total cost or more dependable
supply or service.
3.Strategic-Value Customers: They want a fairly permanent sold-
supplier relationship with your company.
Four types of business customer
35. 1.Price-Oriented Customers: Price is everything
2.Solutions-Oriented Customers: They want low prices but will
respond to arguments about lower total cost or more dependable
supply or service.
3.Strategic-Value Customers: They want a fairly permanent sold-
supplier relationship with your company.
4.Gold-Standard Customers: They want the best performance in
terms of product quality, assistance, reliable delivery, and so on.
Four types of business customer
36. Secret #9:
There are 9 questions you should ask
before you launch your next marketing
automation campaign
38. 1. Who buys our product or service?
9 Marketing Automation Questions
39. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
9 Marketing Automation Questions
40. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
9 Marketing Automation Questions
41. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
4. What is the customer really buying (e.g., what are the hidden reasons for
purchase)?
9 Marketing Automation Questions
42. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
4. What is the customer really buying (e.g., what are the hidden reasons for
purchase)?
5. When a prospect decides to buy from a competitor instead of us, what’s the
reason?
9 Marketing Automation Questions
43. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
4. What is the customer really buying (e.g., what are the hidden reasons for
purchase)?
5. When a prospect decides to buy from a competitor instead of us, what’s the
reason?
6. What are the key places that prospects get information about our product or
service (e.g., eBooks, websites, trade shows, organic search, word-of-mouth,
etc.)
9 Marketing Automation Questions
44. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
4. What is the customer really buying (e.g., what are the hidden reasons for
purchase)?
5. When a prospect decides to buy from a competitor instead of us, what’s the
reason?
6. What are the key places that prospects get information about our product or
service (e.g., eBooks, websites, trade shows, organic search, word-of-mouth,
etc.)
7. How do your prospects and customers currently perceive our product?
9 Marketing Automation Questions
45. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
4. What is the customer really buying (e.g., what are the hidden reasons for
purchase)?
5. When a prospect decides to buy from a competitor instead of us, what’s the
reason?
6. What are the key places that prospects get information about our product or
service (e.g., eBooks, websites, trade shows, organic search, word-of-mouth,
etc.)
7. How do your prospects and customers currently perceive our product?
8. What other factors influence the purchase decision?
9 Marketing Automation Questions
46. 1. Who buys our product or service?
2. Who makes the decision to buy the product?
3. How is the purchase decision made? Who assumes what role?
4. What is the customer really buying (e.g., what are the hidden reasons for
purchase)?
5. When a prospect decides to buy from a competitor instead of us, what’s the
reason?
6. What are the key places that prospects get information about our product or
service (e.g., eBooks, websites, trade shows, organic search, word-of-mouth,
etc.)
7. How do your prospects and customers currently perceive our product?
8. What other factors influence the purchase decision?
9. How do personal or demographic factors influence the purchase decision?
9 Marketing Automation Questions
47. Secret #10: We take in 11 million bits of information per
second, but the brain can only process 40 bits per second.