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Finding motivation

Happy Flu Season kickoff month!

With the influx of new and current customers, lets dig a bit more into some of the psychological factors that play a part in consumer behavior - to help you understand what goes on in your customers' minds.

Motivational factors stem from needs such as physiological, safety, social, esteem, and self-actualization. Psychologist Abraham Maslow sought to explain why people are driven by particular needs at particular times. Why does one person spend a lot of time and energy on personal safety and another on gaining the esteem of others? His answer, is that human needs are arranged in a hierarchy (above) from the most pressing at the bottom to least pressing at the top.

When thinking about what motivates your pharmacy patients, we are primarily going to be thinking about their needs for safety and security. The patients who come back time after time are those who feel that you meet their needs for safety when it comes to their medications, or perhaps those who feel a sense of friendship and belonging in your pharmacy. If at any point those needs are no longer being met, that is when you lose people.

By understanding the basic needs behind your patients' behavior, we can train ourselves to always consider their motivations when talking with them about your products or services.

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