“Call him “Buddha”, he who can refrain himself from this eternal cycle of necessity.”
What drives us into regular buying cycle?
We all are obliged to this perpetual cycle of necessity. Be it the CEO/ CFO/ CIOs of multinationals or daily wage earners working at construction sites, we all succumb to this eternal cycle. This is what that drives most of the daily consumption across the globe.
With the exception of those who make their living as purchasing agents or secret shoppers, no one is a professional customer. Rather they are professional engineers, accountants, HR managers, customer service representatives, CEOs or whatever. They are as normal as you and me. They laugh, they cry, they frown, they fart- hence we all are equally vulnerable while buying.
Who buys an Inuit costume in scorching Indian summer?
No, one buys anything but solution to their problems. I need to look good and confident, hence I bought a formal shirt made of imported cotton fabric and a pair of stone embellished cuff links. I’m planning to go for a trek- I need a pair of shoes to withstand the climate and rough terrains, so I should buy one. Likewise, hunger makes us buy food; thirst makes us buy drinks. We do not buy anything that doesn’t align with our own necessities.
So what if we tamper the ambit of these necessity cycle? No brownie for guessing. Results will be outrageous.
So what do we actually buy/ consume?
We consume food, we consume clothing, we consume shelter, we consume internet, we consume entertainment, we consume information, we consume education, even we consume the habit of consumption itself (read window shopping). In countries like India we consume politics and political leaders as well. Personally I believe elections are more like weekly haats (Mandis), where in every five years, people from myriad backgrounds and political communities display their products (candidates) through every possible media to seek our support. Inarguably, for us voters- this is also a form of consumption, guided by our inherent buying behaviour. We trust the candidature as much as we trust the actors (with stethoscope) in a toothpaste commercial.
Who buy, who sells?
“Although we each have different titles and responsibilities in this company, we are really all in sales, we need to think like salesman” – extract from Think like your customers by Bill Stinnet.
Irrespective of our individual designation or industry we work for, we all are both consumers as well as selling agents at the same time. We sell ourselves to buy products and services sold by others. I sold myself at job interviews so that after getting the job I can buy products or services sold by someone else.
Now take a deep breathe and try to recall the last time you came out of a supermarket/ hyper retail without exceeding your predetermined shopping budget.
Yes, the additional expense that you incurred at the supermarket is due to impulsive buying. Lions share of your daily consumption is guided by your subconscious mind. As an advertising professional, I always preferred to appease my customers’ subconscious mind instead of his rational thought process. I bet, knowingly or unknowingly every successful marketing professional does the same. Rational mind restraints us from superficial enlargement of this necessity cycle. It seeks logic over our urge to consume, while subconscious mind negates all logic before buying anything which is beyond our necessity cycle.
So how does advertisements or marketing professionals instigate our subconscious? What influence else us to buy?
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