Ever poured time and money into marketing and heard crickets? You’re not alone. Most businesses struggle to clearly communicate why someone should buy from them.
The truth? People don’t buy because your product is amazing. They buy because it helps them solve a problem, answer a question, or elevate their status.
They buy because they want to SURVIVE or THRIVE. Simple.
Let’s break that down.
Your Customer Wants to Win
Your customer isn’t sitting around hoping someone sells them something. They want to solve a problem, reach a goal, or feel confident in a decision.
But without clear messaging, they’re left confused—and confused customers don’t buy.
The Problem: Most Marketing Misses the Why
You talk about features. They’re thinking about frustrations. You highlight benefits. They’re wondering, “Can I trust this will help me solve my problem or achieve my goal, and is this for me?”
Here’s what you need to know: people buy for 3 core reasons. Nail these, and you’ll turn browsers into buyers.
Understand the 3 Motivators Behind Every Purchase
Think of it in the context of every movie you've ever watched, or story you've ever read. Your customer is the hero with a problem to solve, or goal to achieve, and you are their guide to help them solve or achieve it.
1. They have a pain point.
Your customer is dealing with something stressful, inefficient, or painful.
They’re looking for relief.
🛠 Example: A small business owner is overwhelmed with manual payroll.
They buy: Software that automates payroll, reduces errors and gives them accurate reporting.
Your message: “Stop stressing about payroll. Get it done right—in minutes not hours.”
2. They’re searching for an answer.
Your customer is curious, uncertain, or at a decision point.
They’re seeking guidance.
🔍 Example: A startup founder doesn’t know how to enter the market.
They buy: Strategy consulting that clarifies their next steps.
Your message: “We help startups go to market and scale profitably with a clear, confident plan.”
3. They want to elevate their status.
They’re not in pain—they’re chasing a goal or dream. They want to feel elite, look good, or make a bold move.
💼 Example: A company wants to rebrand to attract high-end clients.
They buy: An experienced design agency with prestige and polish, that helps them look and sound prestigious and polished.
Your message: “You're a premium brand, but the right people don't know it, or can't find you when they need you. Look and sound like the premium brand you already are with luxury messaging, stunning visuals and targeted marketing that attracts the right audience.”
The Solution: Match Your Message to Their Motivation
Instead of generic sales pitches, build messaging around these triggers:
- 🧩 Identify the core reason your ideal customer buys
- 🔎 Speak directly to their pain, question, or aspiration
- 🗣 Use clear, simple language that shows how you help
Our Call to Action for You: Rethink Your Messaging
Want your marketing to resonate and convert? Start by asking: “What’s really driving my customer’s decision, how can I help them, and why am I different than others who can help them?”
Then tell them in simple words why you're the best solution to help them Survive & Thrive".
Not sure how to translate that into messaging—let’s talk.
📩 Schedule a messaging clarity session!
Let’s make sure your message speaks to what your customers are actually looking for so you can grow your brand and your business.