People Don’t Buy Products – They Buy Ideas

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People don’t buy products. Sure, they go into the store, talk to someone who works there, choose the colour/model, and they make a purchase; however, there is more to it than that. People buy ideas, and a community. There are a few excellent examples of this. The most obvious is Apple. The product itself – generally – tends to take a backseat to the overall vision of the company, and the feeling that owning a piece of that vision gives you. Fitbit is similar, in that owning one makes you part of a community focused on like-minded lifestyle and fitness aspirations.

It seems like a given that all products would be marketed this way – except that it isn’t. It’s not something that is practiced across the board. Understandably, it isn’t easy to create a brand that “transcends” the products they sell. Few consumers purchase a Dell computer because they want to be part of a larger movement they represent.

So how does this concept translate to the real estate world? Well, purchasing a home is more than just buying a physical structure. It’s about buying a place to raise your family. A place to make new friends, experience monumental life events and live your day-to-day life. Elements such as granite countertops, stainless steel appliances and hardwood floors are great things to offer, but they should always take a backseat to the macro concept of what homebuyers are really buying.

As marketers, we’re responsible for helping to sell dreams. We’re selling the promise of a better life – something that we all want for ourselves, and our families. When it comes to real estate, we’re directly responsible for helping to connect the people with builders, by focusing on the things that – at the end of the day – matter the most. That’s something to be proud of.

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