The ‘what’ is simple it’s just what product has been purchased, what it looks like, what it does. The ‘why’ is split into two sections ‘Rational decisions’ and ‘Irrational decisions.’ Rational decisions are about what function the product serves and what we need to use it for. Irrational decisions look at social pressures, emotional and psychological connections with a product. As mentioned in a TED Talks video that I watched recently it’s not about what we buy it’s about WHY we buy it. Businesses need to sell you their product by showing you its benefits not its functions, they need to tap into your emotions. This is why ‘Apple’ products are so popular their adverts show you how their product will benefit you and make your life easier.
Today in our group we looked back at ‘Pillow Talk’ the upcoming product by Little Riot. Discussing customer behaviour and using what we have learnt in the lectures our aim was to create a press advert for the product.
Firstly we asked, ‘what is the market segment we are focusing on’?
We decided this was young couples with disposable income. We also felt this product would appeal to women more so than men.
What is the product?
It’s a small speaker and light which is placed inside your pillow case and your partners. It has a ring to connect the two devices through a wifi signal. Once connected the light will glow and you will hear your partners heart beat.
Why would the customer buy this product?
Rational: To keep connected with their loved one. It’s an alternative to a phone, easy to use and allows people to contact each other with out having to talk.
Irrational: To feel loved, safe and comforted. For company and peace of mind. To know your loved one is thinking of you and to feel their presence. It will create memories of past experiences and times you’ve spent with one another.
We had enough information now to start on our advert… or so we thought. We all decided an upmarket young women’s magazine would be best for the ad. One that featured both gossip and fashion as this would be the type of magazine a potential customer would be reading. Thinking up adverts was tricky so we did a brainstorm on the word ‘Couples’ hoping this would generate some fresh ideas and it did!
After sketching a few ideas we all agreed on a two page ad. that connects to make one whole advert. One page showing a woman sleeping with her ‘Pillow Talk’ in Paris, the other shows a man waking up with his ‘Pillow Talk’ in
Below is a mock up of our advert.
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