{"id":912,"date":"2019-01-07T12:52:36","date_gmt":"2019-01-07T20:52:36","guid":{"rendered":"https:\/\/dickinsonent.com\/cortex\/?p=912"},"modified":"2019-01-07T12:52:36","modified_gmt":"2019-01-07T20:52:36","slug":"the-secret-of-why-people-buy","status":"publish","type":"post","link":"https:\/\/dickinsonent.com\/cortex\/the-secret-of-why-people-buy\/","title":{"rendered":"The Secret To Understanding Why People Buy"},"content":{"rendered":"

The secret to “knowing why” is powerful. <\/strong>In fact, for the most part, sales and engagement are strongly driven by knowing the “why”.<\/p>\n

\"Scientific<\/p>\n

The Secret To Scientific Marketing<\/h4>\n

We’re creatures of habit and studies of human nature strongly suggests that some people still replace unknowns with what they “feel” sounds right to them, rather than accept that it is just unknown. The anxiety of the\u00a0unknown drives our feelings-centre in our brains and this is why some people say, “I feel [whatever].” when looking to make a decision about what the choose to believe. It is well-known amongst the scientific community that in human nature, we replace info, logic and reason (a.k.a. research and facts) with the info that may not be correct.<\/p>\n

I mention all this as this is not psychological, but biological. Our brain has regions that do certain & specific things. One region, the NeoCortex, only understands info, logic and reason; it has zero emotional capacity. Another region, the AlloCortex (a part of the brain’s limbic system) has zero capacity for info, logic and reason and only understand emotions; this is why we use the verbiage “feel” when describing why we did something. “\u2026I felt it was right\u2026”, “\u2026this purchase feels right\u2026”, “\u2026no thanks, that does not feel right\u2026”, etc.<\/p>\n

And while our NeoCortex can influence our actions, 100% of all decisions are from the limbic system or predominantly, the AlloCortex region.<\/p>\n

I have covered this before but in this post-factual world<\/a><\/em> \u2014 whether you are dealing with the politics of a debate on social media or a marketing campaign \u2014 it is important to know the secret of what will influence and eventually convert a person to engage you.<\/p>\n

The Secret Of Target-Awareness In Marketing<\/h4>\n

\"Funnel<\/a>A place to start (always) is understanding the awareness of your target audience<\/a>. Awareness is key to producing the right message at the right time, as without your target knowing that they have a problem, your solution holds zero value. This holds true for every stage of the awareness funnel.<\/p>\n

In that awareness-funnel, there are five stages, the last being that your target is ready to buy from you. Those stages are:<\/p>\n

    \n
  1. Not Aware<\/li>\n
  2. Problem-Aware<\/li>\n
  3. Solution-Aware<\/li>\n
  4. Provider Aware<\/li>\n
  5. Fully Aware<\/li>\n<\/ol>\n

    If you want to learn more about how to create conversion-driven copy for your marketing collateral or website, sign up for my limited-time complimentary one-on-one “Start Your 2019 Marketing Off Right Master Class”. This offering is only being offered in January this year, so hurry as there is less than 30-days to go!\u00a0 Reserve your\u00a0time slot here<\/a>!<\/p>\n","protected":false},"excerpt":{"rendered":"

    The secret to “knowing why” is powerful. In fact, for the most part, sales and engagement are strongly driven by knowing the “why”. The Secret To Scientific Marketing We’re creatures of habit and studies of human nature strongly suggests that some people still replace unknowns with what they “feel” sounds right to them, rather than … <\/p>\n

    Continue reading “The Secret To Understanding Why People Buy”<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[62,114],"tags":[31,23,50,20,32,115,116],"class_list":["post-912","post","type-post","status-publish","format-standard","hentry","category-marketing","category-scientific-marketing-marketing","tag-content-marketing","tag-conversion","tag-conversion-traffic","tag-copywriting","tag-how-to-write-content","tag-marketing-science","tag-marketing-secrets"],"yoast_head":"\nThe Secret To Understanding Why People Buy – Cortex Marketing<\/title>\n<meta name=\"description\" content=\"The secret to "knowing" is powerful. 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