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Week 4This week we are wrapping up our series with The 4 Steps To Every Consumer Purchase.  If you missed any of the previous weeks, you can find them here…Week 1 – Scanning, Week 2 – Price, Week 3 – Comparison.

Step 4: The Final Step
Making a purchase is an emotional process.  Manufacturers need to offer products that help the consumer confirm that they are making the right decision.  The last and final step is the Confirmation step.

The Confirmation Step
In this step the product is in the hands of the consumer.  They have reviewed the benefits, features, and price point.  We now have to win the emotional connection with the consumer.  Most consumers have had problems with products they purchased in the past and want to ensure this doesn’t happen again.  They are asking the following questions:

  • Will I have to return this product later?
  • Will this product be easy to use?
  • How long will the product last?
  • Most importantly…do I “feel good” about this purchase?

Feeling Good – Emotional Connection
Yes, it’s true.  Consumers need to feel good as they make the walk to the register with your product in hand. Have you ever purchased a product and shortly after leaving the store felt regret about your purchase?  This is called “buyer’s remorse” and it is a very real emotional response in the buying process.  If, through your packaging you have answered the price (value) and comparison questions, then the potential for a negative emotional response is reduced greatly.  Packaging has the ability to generate excitement about the purchase as well as an eager expectation when the product is removed from the packaging. When all of these steps are in line, you have a successful package. The way your product is packaged matters. Consumers respond when products are packaged with them in mind. They receive the needed confirmation that the product is exactly what they are looking for, this is successful packaging.

When the consumer confirms that you have the best product and they have a sense of security with their purchase, loyalty is built.  Can you think of any products that have a loyal following?  If so, care was put into the way that product was packaged.  Packaging does matter, and those who take the time to understand how to package their product to communicate all 4 steps will have a better chance of building their customer base.

For more information on creating packaging that captures all 4 steps and helps to build customer loyalty, contact Brian Pankratz, bpankratz@displaypack.com.

Don’t miss a week! To get the next post in this series sent directly to your email, subscribe at, www.brianjpankratz.com.