How to Create Products That People Crave

The Marketing Problem You Currently Have

Many business owners struggle to market their products effectively and create offers that deeply resonate with consumers. This challenge often arises from a lack of understanding of others as well as they understand themselves.

To create products that people crave, you need to dive deep into the nitty-gritty details that shape human behaviour and decision-making.

Only by uncovering hidden motivators and understanding the lenses through which individuals view reality, marketers can connect with their audience on a profound level. This understanding is the key to capturing attention and driving successful sales.

To understand what I am talking about try this exercise: why might someone write a book? Or buy your coaching program? Or join your mastermind?

Go and list all reasons why a consultant might want to diversify their income streams by writing a book, why an employee buys your coaching program, or why a business owner joins your mastermind group.

Is the consultant driven to rage by the condescending behaviour of her clients? Is the employee tired of not being valued and seeking employment elsewhere? Or what about the business owner who may be struggling with his business and wants to go to the next step?

Personal motivators are powerful predictors of a person's behaviour, but they are often not discussed with others.

To gain insight into consumer preferences, it is necessary to comprehend their perspective. The experiences of a person in their later years can significantly impact their present actions. Imagine starting your business journey in your parent's garage. That's the reality for many bootstrapped entrepreneurs who fight tooth and nail to make it big. And boy, do they take pride in their humble beginnings!

The ultimate goal for a successful marketer is to develop a strong sense of empathy. Consider using this as your guiding principle in your marketing journey towards success. Develop a strong commitment to comprehending the intricacies of human decision-making and forming meaningful connections.

Identifying and Gratification

Understanding why people engage in certain behaviours is essential for effective marketing. Social sharing on platforms like Facebook and Instagram, for example, stimulates the release of dopamine, creating feelings of pleasure. The reward of receiving "Likes" acts as a rush of approval and acceptance, motivating individuals to continue sharing updates.

Furthermore, social media allows individuals to reinforce their desired identities. People post content that aligns with the identity they wish to project, whether it's seeking social acceptance, appearing thoughtful, or showcasing entrepreneurial traits. Successful advertising also taps into this principle, associating products with desired identities to attract consumers.

To achieve success and growth, it is vital to understand consumers on a deep level, including their wants, needs, desires, motivations, fears, and dreams. Merely pushing products and listing reasons to buy is insufficient. By cultivating empathy and truly understanding customers, marketers can connect on a fundamental level and help individuals achieve personal satisfaction and identity reinforcement through their brand experience.

Understanding How and Why We Crave Things

The nucleus accumbens, also known as the "craving spot" in the brain, controls our motivations and desires. When stimulated, it releases dopamine, triggering pleasure, desire, and arousal. The process of incentive salience involves external cues that trigger the release of dopamine and create cravings within individuals.

To create addictive products, marketers need to tap into the brain's reward circuit and stimulate the nucleus accumbens. By triggering the release of dopamine and creating a frenzy of activity in this area, products can generate insatiable cravings and desire. Consumer behaviour becomes less influenced by product merits or logical reasoning and more driven by the stimulation of this brain region.

Making Your Product Addictive

In today's crowded online marketplace, having a great product, price, or reputation is no longer sufficient to succeed and stand out. To separate oneself from the competition, it is crucial to focus on creating an exceptional user experience and understanding consumer psychology.

Understanding what triggers gratification and engineering it into the purchasing experience becomes essential for earning and retaining customers. By asking questions about what drives satisfaction and how to make products irresistible, marketers can create a competitive advantage.

To create salience and irresistible products, marketers should detach from their egos and approach their offerings from a consumer's perspective. Rather than boasting about product features, they should investigate what truly captivates their target audience.

How To Create Products That People Crave Using Quizzes

One of the best strategies for understanding consumer preferences and creating products that resonate with them is through the use of quizzes - and more specifically, quiz funnels.

A quiz funnel takes the user by the hand asking them a series of questions to gather information about their needs, desires, and preferences. Then the person behind the quiz - a marketer at best - analyzes their responses and gains valuable insights that inform product development and marketing strategies.

What happens is:

1. You Provide Personalization and Emotional Connection: When someone takes a quiz and receives tailored recommendations based on their specific responses, it creates a sense of personal connection and relevance. This personalization taps into the emotional aspect of consumer behaviour, making individuals feel understood and valued.
2. You Gather Data and Identifying Consumer Trends: In case you didn't know or imagine, quizzes serve as a data collection tool, allowing you to gather valuable information directly from consumers. The questions asked in the quiz can cover a wide range of topics, such as preferences, pain points, lifestyle, and aspirations. When you get the data from quiz responses, you can identify common trends, patterns, and insights that inform product creation.
3. You Have A Clear Understanding of the Motivations and Desires of Your Target Audience: Quizzes allow you to delve into your target audience's aspirations, challenges, and goals, thus giving you a deeper understanding of what drives your target audience. This understanding enables you to create products that align with those motivations and fulfil the desires of your target consumers, increasing the likelihood of creating products that people truly crave.
4. And Of Course, Targeted Product Development: As soon as you get the data from your quiz responses, it's game on - you have the insights of developing products that directly address the identified needs and preferences of your audience. The data you get from the quiz provides guidance on product features, design elements, pricing structures, and even marketing messages. This targeted approach increases the chances of creating products that genuinely resonate with consumers, leading to higher demand and customer satisfaction.
5. Iterative Improvement: Quizzes are not a one-time solution; they can be continually optimized and improved based on feedback and analysis. Yo udo not create a quiz and leave it there. You must track the performance of your quiz funnels - from the ad to the emails - measure engagement, conversion rates, and customer feedback to refine the questions, tailor the recommendations, and enhance the overall user experience. This iterative process ensures that the quiz funnel becomes increasingly effective in identifying consumer preferences and creating products that people crave.

Creating a product from just an idea doesn't mean that people want it - or worse, there is a market for it. You need to understand people's motivations, their primal instincts and what makes them tick. This is the point where quizzes come in. Asking people about their pain points, what they want to solve and most importantly, how they feel they would solve it, provides you with the map to creating products and services that people crave.

Sal Georgiou is the CMO of Centis, a quiz funnel marketing company. He also just authored a book about quizzes - Quizzes To Millions - where it takes you by the hand and shows you how to create effective quizzes

For more info about quizzes and how they help you generate qualified leads, create new products and services, visit centis.net