Decoding Your Value Proposition

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Some middle-aged men buy sports cars because they value the feeling of being cool and youthful. And some people buy life insurance because they value the feeling the security of knowing their family will be taken care of should something happen to them. It is, in fact, the subjective feelings surrounding our purchases, not the objective ROI, that drive the majority of those decisions. .

Bonus Video: Don’t Sell Solutions, Sell Feelings!In an effort costa rica cell phone number list to help decode these buyer actions, researchers from consumer intelligence firm Motista found specific “emotional motivators” that provide a critical indicator of customers’ potential affinity for a company.



In fact, these emotional motivators, essentially a proxy for value, were more compelling than any other metric in terms of driving key buying sentiments such as brand awareness and customer satisfaction. While hundreds of value-driven emotional motivators were found to drive consumer behavior, the study found ten that drove significant levels of customer value across all of the categories studied. Like a doctor asking a patient about an ailment, these basic layered questions help us uncover facts.