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Are you selling the emotion?

It’s easy to get caught up in the features and specifications of your product or service. After all, you’ve put in countless hours perfecting every detail, ensuring that your offering is top notch. But in the midst of all this, have you ever stopped to ask yourself: Are you truly selling your product, or are you selling the emotions and outcomes it evokes?

Think about some of the most iconic brands out there. Nike, for instance, isn’t just selling trainers or sportswear, it’s selling the exhilarating feeling of pushing your limits, the freedom of movement, the empowerment of accomplishment. Their famous slogan, “Just Do It,” isn’t about the shoes themselves; it’s about the emotion behind running, competing, and partaking in sports.

Take Coca-Cola as another example, Coco-Cola doesn’t just sell a fizzy beverage, it sells happiness, togetherness, and nostalgia. Their marketing campaigns often center around themes of joy, unity, and the simple pleasures of life. Whether it’s the iconic polar bears sharing a Coke or the classic “I’d Like to Buy the World a Coke” commercial, Coca-Cola taps into universal emotions that resonate with people all over the globe.

This practice isn’t just used for consumer brands, this concept is important for B2B companies too. Salesforce, a leading customer relationship management (CRM) platform, understands that B2B buyers are motivated by more than just features and functionality. They focus on the transformative power of their technology to drive business growth, improve customer relationships, and empower employees. Through their marketing efforts, Salesforce emphasises the emotional benefits of their platform, such as increased efficiency, better collaboration, and greater success for their clients.

Slack, a popular team communication tool, goes beyond touting its technical capabilities to highlight the emotional benefits of improved collaboration and connection in the workplace. Their marketing messaging is around how Slack can streamline communication, reduce email overload, and foster a more productive and enjoyable work environment. By focusing on the emotional impact of their product, Slack has become indispensable to countless teams and organisations around the world.

So, how can you apply this principle to your website? It all starts with understanding your customers on a deeper level. What are their pain points, desires, and aspirations? What emotions do they associate with your product or service? By tapping into these insights, you can craft a narrative that speaks directly to their hearts and minds.

Let’s take a closer look at some key strategies for selling emotions on your website:

Storytelling: Humans are wired to respond to stories. Use your website as a platform to tell compelling stories that illustrate the transformative power of your product or service. Whether it’s a customer success story, a behind-the-scenes glimpse of your brand, or an inspirational anecdote, storytelling can create a powerful emotional connection with your audience.

Imagery and Design: Visuals play a crucial role in evoking emotions. Choose images and design elements that resonate with your target audience and convey the feelings you want associated with your brand. Whether it’s sleek and modern or warm and inviting, your website design should reflect the emotional tone you want to set. You can see some best practices around design and imagery on our Best Practice page.

Language and Messaging: The words you use on your website matter. Instead of focusing solely on features and benefits, use language that taps into the emotions of your audience. Paint a vivid picture of how your product or service can improve their lives, solve their problems, or fulfill their desires.

Social Proof: Testimonials, reviews, and endorsements (also known as UGC) can provide powerful social proof of the emotional impact your product or service has had on others. Highlighting positive feedback from satisfied customers can reassure potential buyers and strengthen their emotional connection to your brand

User Experience: A seamless and intuitive user experience can also contribute to the emotional appeal of your website. Make it easy for visitors to navigate, find information, and make purchases. By removing friction and frustration, you can create a more positive and satisfying experience that leaves a lasting impression.

Ultimately, selling emotions on your website is about more than just moving products or closing sales. It’s about forging genuine connections with your audience, understanding their needs and desires, and offering them something that resonates on a deeper level.

Developing buyer personas is crucial for understanding the needs, preferences, and emotions of your target audience. These fictional representations of your ideal customers help you empathise with and relate to the individuals you’re trying to reach. By creating detailed personas based on demographic information, behaviours, pain points, and goals, you can gain valuable insights into what motivates your audience and tailor your marketing efforts accordingly. Personas enable you to speak directly to the emotions and aspirations of different segments of your audience, ensuring that your messaging resonates on a personal level. Whether you’re a B2C or B2B brand, personas provide a roadmap for crafting compelling stories, designing intuitive user experiences, and ultimately, building meaningful relationships with your customers.

So take a step back, reevaluate your website, and ask yourself: Are you selling your product, or are you selling the emotions and outcomes that truly matter to your customers?

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