Have you wondered what differentiates hits from misses? Or why you prefer to purchase a particular brand of toothpaste over another despite their qualitative attributes (taste, fluoride protection, breath freshening, tartar control) being equal?
Newspaper reports add credibility to one’s business (courtesy of Matt Callow)
With so much information easily available at the click of a mouse (or the tap of an iPhone), consumers are becoming more enlightened than ever before. As Mulder and Fox would have told you, “the truth is out there”, and it is now showing at an Internet-enabled screen near you. With so many websites, forums and blogs established to conduct independent consumer and product reviews, people will no longer take your word for it.
What can companies and businesses do to ride this trend? Is it enough to claim that you are able to make them taller, smarter, cleaner or more relaxed than the competition? No, it isn’t.
“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar
This quote from the legendary sales guru Zig Ziglar aptly describes the world of marketing, where it is vital to reach the heart in order to generate a buying response.
While the rational part of us would sort through the price, features, and logical needs we have for a particular product or service, it is the emotional part – the feelings, benefits, wants and beliefs – which determine the purchase decision.
There is an underlying tension in the field of cultural management where one has to balance between giving customers what they want and preserving artistic integrity. This is especially prevalent in what we term as the ‘high arts’ like classical music, ballet, theatre and museums.
Against the ever growing competition from lifestyle activities coupled with the ever shrinking discretionary time of today’s consumers, it appears suicidal for art organisations to hold their ground for the sake of their art. Considered by many to be a discretionary expense (compared to purchasing groceries, fuel and homes), cultural activities have never faced such tremendous competition as the present age.