Heard of ELMR? It stands for Emotion, Logic, Motivation and Reward. EMLR is a way of seeing things from a customer's perspective, in order to trigger the emotions that results in purchase. It helps you ask better questions when marketing. Like instead of asking ''How do I make more sales?'', you'd ask ''What motivates my customers to buy?'', or ''What obstacles are preventing my customers from buying?''

Let's break it down

Emotions: Pain and joy are powerful emotions in sales. Customers want to move away from what will cause them pain, and move towards what will cause them joy. In your marketing, tap into these emotions and show your customers how your product brings them joy, or how not purchasing your service will cause them pain.

Logic: Because we tend to back our decisions with logic, ensure your marketing has enough points that appeals to your customer's logic. This is where educating your customer comes in.

Motivation: How can you reduce barriers to purchase? How can you motivate customers to act immediately? Techniques like limited offers, discounts, and a clean payment process can help here.

Reward: How can you create a sense of validation or approval for your customers? Testimonials? Positive reviews? Think of what the gains your customer will receive after purchasing from you, and use it in your marketing.

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