Logic versus emotion in business

Dien,

I don't think it's a question of one VS the other...

For example, I've always thought of the way I would like to be sold as a basis for my sales copy.

So I think about how I buy things. Yes, emotion plays in these neighborhoods. I want something that will make me excited to buy it. Even if it's a relatively mundane item. I want nicely designed packaging, a promise it will do the job, and a fair price (but not cheap- because I don't trust anything cheap. Do you?).

Then I want supporting facts. OK, this product is what I want, but what are the facts? What specifications can you give me?

If I was buying a car (which I've been looking into lately) I'd want to know it's repair history (if used) or it's reliability over time as a model (if new). I'd want to know gas mileage, annual estimated repair/maintenance costs, resale value, etc...

Then I would make a decision -- most likely a decision - with emotional influences to be sure, BUT supported by FACTS (the logic).

I look at it like Ying/Yang. One cannot live in harmony without the other one.

Anyway that's the way I've observed my own buying habits. I like products that 'turn me on' but won't buy until I know the facts about it.

In other words, I buy emotionally, but justify it with logic At least I do when I 'sell' my wife on what I want to buy ;-)

"You see darling, the new BMW 520i is safer. And here are the crash tests. See for yourself honey. You deserve to ride in the safest car on the road."...etc...

In the meantime I'm salvating at the prospect of driving a sexy new BMW.. see what I mean?

I'd like to hear what other SowPuber's have to say!

Best wishes,

-Dave


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