Maslow's Hierarchy of Needs is a theory of psychology proposed by Abraham Maslow in the early forties. This theory is based on a pyramid.

If you draw a pyramid on a piece of paper and divide it into five sections from top to bottom, you will have the framework for Maslow's Hierarchy of Needs.

Starting at the bottom of the pyramid, you will have physiology. The next level up will be safety. The third level will be love/belonging. Next is esteem. The fifth level, at the tip of the pyramid, is self-actualization.

Physiology includes breathing, food, water, sex, and things we do on a daily basis to survive.

Safety includes body, resources, employment, morality, health, property.

Love/belonging, at the third level of the pyramid, includes friendship, family, and sexual intimacy.

Esteem is the fourth level of the pyramid and includes self-esteem, confidence, achievement, respect of others, and respect by others.

Self-actualization is at the tip of the pyramid. It includes morality, creativity, spontaneity, problem solving, lack of prejudice, and acceptance of facts.

By studying this pyramid and becoming familiar with every level, you will find the motivators that drive people in their purchasing decisions and almost every other decision they make in their lives.

Your assignment for this week is to do a little research and study Maslow's Hierarchy of Needs. Ask yourself where your product or service fits into the pyramid. It may fill the need of your customer on one level or on several levels.

By knowing these things, you will be able to approach your clients and customers on their level. You will know what motivates them to buy. Also, it will be easier to find the triggers to help them make purchasing decisions.

Remember, it is not about "selling". It is about building relationships. And it is about communicating with your customers in a way that helps them see the need your product or service fills and helps them make the decision to buy.

 

To Your Success,