🧠 Buyer Behavior Model: The Key to Successful Sales
There are no technologies yet that allow you to read the minds of buyers, but there are technologies that allow you to build an effective model of buyer behavior. If you have such a model, you know how to sell anything to the consumer. With such a model, you can package any product or service in such a way that the buyer will definitely buy it.
Models allow you to predict the buyer's behavior and, based on this, make much more successful attempts to tell him exactly what he wants to hear. There is one very well-known model of buyer behavior that many marketers and businessmen use. Using this model allows you to significantly increase sales.
This model has only 4 components: a marketer or a business man, marketing factors, consumer consciousness and the consumer himself. But its problem is that we are not dealing with the buyer's consciousness directly, but in fact, we are dealing with the so-called “black box of the buyer's consciousness”. As a result, the model does not have high reliability.
Classic model of consumer behavior
The essence of this model is that a marketer or a business man influences a buyer through marketing rules and through marketing factors. Marketing factors usually include: goods, stimulation methods, price and promotion methods. Accordingly, the influence on the buyer is carried out by different combinations of these factors.
The model is basically good and logical, but the result is usually unpredictable. The model is basically good and logical, but the result is usually unpredictable, because the factors that influence are blocked by the “black box of the buyer's consciousness.” It is unclear how this box works, and accordingly, using this model does not always bring the desired result, and this is very bad for business.
Marketing of leading companies, in particular Coca-Cola marketing, is unlikely to be built on this model. It certainly works, but it works on the 50/50 principle, i.e. it either gives a result or it does not. It is possible to increase the reliability of this model and avoid various kinds of losses only if you understand how the “black box of the buyer's consciousness” works.
Why do customers buy products and services?
Speaking about losses, first of all, it is worth mentioning that the accuracy and effectiveness of “marketing operations” are reduced. As a result, there is often not “aimed shooting”, but “shooting a cannon at sparrows”. It is clear that this leads to an increase in marketing budgets. In addition, there are difficulties in assessing the work of the marketing service,
… the one who cracks the black box of the buyer's consciousness will build an absolute model of buyer behavior. The biggest loss is that trust in marketing as such is reduced, which is quite natural, because it shows unstable results. Obviously, the one who first understands how the black box of the buyer's consciousness works will actually find a new Klondike and as a result will quickly and greatly get rich.
One can even say that the one who breaks the black box of the buyer's consciousness will build an absolute model of buyer behavior. After breaking it, the new world economy will become a reality. During its existence, humanity has solved many problems that it faced, and there is probably a solution to this rather complex problem.
What drives buyers of goods and services
Considering that within the framework of classical marketing the solution to this problem has not been found, it must be sought in some other way. For example, you can try to solve this problem with the help of noomarketing, because noomarketing is a new generation of marketing. It is built on other, deeper principles and foundations than classical marketing.
The idea itself is the core of the marketFor example, if in classical marketing the market is understood as a set of actual and potential buyers, then in noomarketing the market is understood as a set of people in whom the idea is implemented. The idea itself is the core of the market. Around this core revolve those in whom the corresponding idea is implemented, including producers and consumers.
Thus, we can say that classical marketing is a material approach to organizing sales, and noomarketing is, accordingly, an ideal approach to organizing sales. Within the framework of this ideal approach, we can find a solution to the problem of the black box of the buyer's consciousness, and therefore find an answer to the question of how to sell more.
The ideal model of buyer behavior
The very fact that the market is based on an idea, not a consumer, changes the matter radically. First of all, it becomes obvious that one still has to become a consumer, i.e. not every person is a consumer a priori, which means that not every person will make a purchase a priori. A person becomes a consumer only after one or another idea has been implanted in him.
All world market leaders actively use a model of consumer behavior based on the idea. Thanks to noomarketing, it becomes obvious that in order to understand why a certain person changes his status and becomes a consumer of goods or services, why a person decides to satisfy an emerging need with this and not some other product, it is necessary to understand how he interacts with this or that idea.
Previously, the basis that determines behavior was sought anywhere, but not where it actually turned out to be. The basis of buyer behavior, which will allow you to crack the black box of the buyer's consciousness, is precisely the idea. All world market leaders actively use a model of buyer behavior based on an idea.
Profitable model of buyer behavior
So, the idea implanted in a person determines his reaction to a particular product. If the product offered to the consumer corresponds to at least some idea implanted in it, then the purchase will take place, and if it does not correspond, then it will not take place. In this case, the idea is implanted in a person gradually, and therefore the person gradually becomes a buyer.
Accordingly, depending on how much the idea has been implanted in a person, people differ in their willingness to buy. Accordingly, depending on how much the idea has been implanted in a person, people differ in their willingness to buy. This must be taken into account when communicating with a buyer, because you can tell him something he is not ready to hear, and thus the purchase will be disrupted. At the same time, in the “product – buyer” link, the idea implanted in a person takes up only half the space.
The other half of the space is occupied by the product. In other words, the product is also an embodied idea. This means that in order for a purchase to take place, the idea in the person and the idea in the product must match each other. They are like different parts of a puzzle. If they match, the puzzle fits together, and if not, it does not fit and the sale does not occur.
Effective model of buyer behavior
It turns out that the black box of the buyer's consciousness is just a set of ideas implanted in it. Some ideas were implanted in the buyer by nature, which created his body. Some ideas were implanted by parents during the upbringing process. Some ideas were implanted at school, university, or through communication with friends and in various other ways.
Accordingly, the black box of the buyer's consciousness is not so black. In general, there are many ways to spread ideas, but be that as it may, if the marketing factors that influence the buyer correspond to the ideas implanted in the buyer, then this leads to the purchase of the product or service, because the puzzle fits together. If they do not, then there will be no purchase, because the puzzle does not fit together.
Accordingly, the black box of the buyer's consciousness is not so black. More precisely, it is black only for those who have not studied the buyers and have not found out what ideas are implanted in them. For those who have done this, the box becomes white, one might even say that it is not just white, but absolutely transparent. You can look into it and find out for sure whether there will be a purchase or not.
Modern model of consumer behavior
Due to the fact that through noomarketing we have opened the black box of the buyer's consciousness and made it white, the new model of buyer behavior can be called “White Box”. It, like the “Black Box” model of buyer behavior, has 4 elements, and 3 of them are the same. Accordingly, the differences between them are not very big.
It should be noted that the White Box model always sells. Among these 4 elements: a businessman or marketer, marketing factors that correspond to the implemented ideas, the white box of the buyer's consciousness and the buyer himself. It should be noted that the White Box model always sells, unlike the Black Box model, which sells only when you're lucky and is very easy to master