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    Emotion Vs Logic

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    s_s_rai
    All people make buying decisions based on emotion, not logic. Marketing must appeal to emotions by addressing what people want rather than what is thought they need. While logic plays a role, emotion is the core ingredient driving decisions. Products and ads that do not provoke emotion are difficult to sell with thin profit margins. Some think emotion has no place in business-to-business marketing but that view ignores why most business marketing is dull. The greatest sin is being boring as the world is cluttered, so an exciting message is needed to stand out from competition. Emotion does not require hype but understanding customer loves, hates, fears and stresses to design products addressing felt needs.

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    Emotion Vs Logic

    Uploaded by

    s_s_rai
    21 views1 page
    All people make buying decisions based on emotion, not logic. Marketing must appeal to emotions by addressing what people want rather than what is thought they need. While logic plays a role, emotion is the core ingredient driving decisions. Products and ads that do not provoke emotion are difficult to sell with thin profit margins. Some think emotion has no place in business-to-business marketing but that view ignores why most business marketing is dull. The greatest sin is being boring as the world is cluttered, so an exciting message is needed to stand out from competition. Emotion does not require hype but understanding customer loves, hates, fears and stresses to design products addressing felt needs.

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    Emotion vs Logic

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    All people make buying decisions based on emotion, not logic. Marketing must appeal to emotions by addressing what people want rather than what is thought they need. While logic plays a role, emotion is the core ingredient driving decisions. Products and ads that do not provoke emotion are difficult to sell with thin profit margins. Some think emotion has no place in business-to-business marketing but that view ignores why most business marketing is dull. The greatest sin is being boring as the world is cluttered, so an exciting message is needed to stand out from competition. Emotion does not require hype but understanding customer loves, hates, fears and stresses to design products addressing felt needs.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    21 views1 page

    Emotion Vs Logic

    Uploaded by

    s_s_rai
    All people make buying decisions based on emotion, not logic. Marketing must appeal to emotions by addressing what people want rather than what is thought they need. While logic plays a role, emotion is the core ingredient driving decisions. Products and ads that do not provoke emotion are difficult to sell with thin profit margins. Some think emotion has no place in business-to-business marketing but that view ignores why most business marketing is dull. The greatest sin is being boring as the world is cluttered, so an exciting message is needed to stand out from competition. Emotion does not require hype but understanding customer loves, hates, fears and stresses to design products addressing felt needs.

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    Emotion vs.

    Logic in Sales, Marketing and


    Advertising
    All people make buying decisions based on emotion; therefore your marketing must use
    emotion to sell what people want, not what you think they "need" or want them to need.

    Yes, this is really, actually true. Engineers, accountants, executives, attorneys, housewives, and
    ministers – PhD’s, delivery truck drivers and farmers – and butchers, bakers and candlestick
    makers – We all fundamentally make all of our decisions based onemotion,not logic. Logic
    supports our emotions and is used to justify our decisions after we have made them. Logic plays
    a part, but emotion is the core ingredient.

    Show me a product that people have little emotion for and I’ll show you a product that’s hard to
    sell or has very thin profit margins. Show me an ad or brochure that doesn’t provoke any
    emotion, and I can guarantee you that it doesn’t work.

    Some people think emotion has no place in business-to-business marketing. Those people are
    absolutely 100% totally dead wrong. You can use them to write instruction manuals and
    employee handbooks, but keep them out of your sales and marketing department. This sort of
    thinking is exactly why most business-to-business marketing is so dull.

    The Cardinal Sin in Marketing: Being Boring

    The greatest sin in marketing is beingboring.The world is a busy, cluttered place with
    advertisements and messageseverywhere. If your message is boring, you don’t stand a chance. If
    you can’t think of anything exciting about your product, then get a different product. But don’t
    be boring.

    Please understand, there’s a difference betweenemotionandhype.Your message doesn’t need to


    sound like late night television in order to provoke emotion. You need to figure out what your
    customers love, and what they hate, what keeps them awake at night, what gives them ulcers and
    what catastrophic events they dread. You’ve got to know what aspects of their job they’re
    emotional about and design your products, services, and marketing to address those felt needs.

    All great leaders and managers, all great marketers, all great teachers and all great product
    designers learn how to harmonize with the emotions of the people they work with and turn them
    on and off at will. This of all things is the greatest and most profitable art form in marketing, and
    always will be.

    In my system there are dozens of examples of advertising and sales messages that are
    professional, believable and credible, yet illustrate the incredible power of emotional marketing.

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