Imaginary needs: how they affect sales

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Satisfying customer needs is what products are designed for. But before satisfying them, they need to be identified. And first, it would be a good idea to figure out whether these are imaginary needs or real ones, and figure out what the difference is.

What are imaginary needs?
The general meaning of needs should be determined. This is the necessity for what supports human life and existence in general.

They are divided into several categories, but let's consider the division into true and imaginary. True needs are primarily biological - those without which existence is impossible, such as food, housing, security, etc. But false or imaginary needs are imposed. And they are imposed by society. Their goal is to get vivid impressions, this is the sphere of emotions, while true needs are the sphere of the rational.

What are imaginary needs?

These two needs often intersect, or a false need angola email list 276670 contact leads mimics a true one. Take food, for example. The need for it is real. But if, under the influence of fashion, a person switches to a raw food diet, this is an imaginary need. Or take restaurant food. If you judge it this way, it seems that the need is imaginary: it is more rational to eat a piece of fried meat, why all this dancing with a tambourine around cooking? But this is how a person reveals his talent - if he is a chef, or satisfies his inner gourmet, becomes happy - if we are talking about a consumer.

False buyer needs
To be like others and to be no worse than them is the root cause of false needs. A substitution occurs: these needs are considered vital, they are easily justified. But if you get rid of at least one such need, life will not become worse and will not be under threat.

Here are some examples:

A dress for every outing . Following fashion, today, like Hollywood stars, women buy a new dress for every outing. As a result, a whole closet of them accumulates, there is nothing to wear, there is no joy anymore.
Smartphone on credit . Yes, the product is useful. But if you buy a new one every six months and don't use even half of its capabilities, it's nothing more than a way to satisfy your vanity.
Harmful food . No matter how much experts say from all sides about the harm of some food and drinks, rarely does anyone give them up in favor of healthy eating.
Social networks . The pursuit of likes and recognition replaces communication and takes away real time.
Computer games . Instead of a reasonable game, a person immerses himself in virtual reality for hours, flattering his vanity with "achievements".
Quick enrichment . The client gets involved in various fraudulent schemes precisely because of false needs.
False buyer needs

False needs and sales
In the B2C system, sales are driven by genuine and imaginary needs. But most of them are realized precisely due to false needs. This is the meaning of consumer society. The pursuit of novelties and a quick change of trends are the basis. Imaginary needs lead to impulsive purchases: the consumer made a momentary purchase and briefly received a charge of endorphins.

Or this way: the client knows what he wants and goes to the store to buy the product. But he will have a hard time explaining why he really needs it. He is not persuaded, because he is aiming to satisfy this need no less passionately than the real one.

Yes, long sales cannot be built on such a foundation. But the client is constantly looking for new products, and this is the key to frequent sales. Relying on imaginary needs, it is easy to sell: create a false need - produce a product for it - sell. To determine what false needs are means to understand the client, his motives. And to use this trump card to increase sales.

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Categories: Blog , Useful articles , Sales
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