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How To Turn A "Want" into a "Need"? Luxury Goods

Marketing, social media, advertising

SparksCW

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My business revolves around selling products that are "wants".. you don't need them, you can live without them and there are cheaper options out there.

Think along the lines of a kitchen hot tap for instant hot water, you can "make do" with a kettle or you can spend a few hundred extra on a built in tap, you don't need it, but plenty of people buy them.... (this is just an example.)

Does anyone have any experience with selling luxury products for the home? How do you turn it into something that the customer "needs" and turn browsers into buyers?

Any advice welcomed.
 
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devine

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Selling niche perfume that costs a half of average monthly salary, I think I need more details so I could really help you.
 

Andy Black

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Personally, I think we can only sell to "wants".

Someone might need something, but not want it. In which case you can't sell to them.

And most of the stuff we buy isn't stuff we need, but is just stuff we want.

All you can do is make them want what you're selling more than the money in their pocket.

Does that help?
 

devine

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Personally, I think we can only sell to "wants".

Someone might need something, but not want it. In which case you can't sell to them.

And most of the stuff we buy isn't stuff we need, but is just stuff we want.

All you can do is make them want what you're selling more than the money in their pocket.

Does that help?
Andy, there are people who effectively turn "want" into "need", or even things that people don't want.
Pretty much all coaching in Russia is offered that way, salespeople try to make their potential clients feel inferior or guilt if they don't buy.
This stuff is painful to watch, but it works. I, personally, never do it that way.
 
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Dwight Schrute

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An example:

Many folks have the need to
  • show off
  • feel important and special
  • showcase their success
  • demonstrate their superiority

And there's nothing that enables them to do all those things better than .... Super Cars!


Think about it:

Nobody really needs a Ferrari.
But a lot of people WANT a Ferrari!

Why?

Because it turns heads!
It's exclusive!
If you drive one, people will think you're a baller!


What I'm trying to say:


If you manage to connect a "nice to have" - product to peoples
core emotions & desires, you can turn it into a "must have" - product.


Hope this helps!
 

Random_0

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My business revolves around selling products that are "wants".. you don't need them, you can live without them and there are cheaper options out there.

Think along the lines of a kitchen hot tap for instant hot water, you can "make do" with a kettle or you can spend a few hundred extra on a built in tap, you don't need it, but plenty of people buy them.... (this is just an example.)

Does anyone have any experience with selling luxury products for the home? How do you turn it into something that the customer "needs" and turn browsers into buyers?

Any advice welcomed.

It's funny, those electrics shower-type hot taps are extremely useful for outhouses/detached rooms, as you can't have a hot water pipe running outside.


:D
 

luniac

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From my years of reading here and there,
You're selling a vision, a feeling, a result.
The person wants to feel rich, or beautiful, or have fun.

something like that...
I'm trying to become an entertainer and i haven't figured out what my "thing" is yet...
 
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TwoSteps

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What will they miss out on if they don't buy?

People feel loss roughly 2x as much as gain.

We prefer NOT losing more then we like winning (typically).

Will they miss out on anything on Dwight's list if they don't buy?

  • show off
  • feel important and special
  • showcase their success
  • demonstrate their superiority
 
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