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It's Not What Baby Boomer & Older Consumers Think That's Important - It's How They Think That's Important.

Applied Behavioral Marketing

Our approach is to partner with our clients and jointly develop improved marketing, sales and services to baby boomer and older consumers. Our services supplement internal efforts and increase client effectiveness in baby boomer and older consumer markets.

Generally, effective marketing and sales require knowledge of your business culture, products and services and consumer needs. In addition, knowledge of consumer purchase motivators and how to titillate them in favor of your product or service is also necessary. Finally, retaining the consumer is the goal. Revolutionary new findings in brain/mind research provide us unique and successful access to these basic notions of marketing. Integrated Consumer Behavior MarketingT (ICBM) enhances that access.

Root Motivators & Core Survival Values

A basic premise of ICBM is the assumption that all behavior has its roots in some aspect of survival needs or values. In this context, "survival" includes all aspects of life germane to physical and psychological well being. Equally basic to ICBM is the proposition that root motivators and survival values evolve over life and the changes are predictable. Knowledge of the timetable and nature of these developmental changes enables us to accurately presume much about a consumer. These two premises give us guidelines for developing promotional messages that are richly in tune with each consumer's unique situation.

Marketing and Advertising Must Relate to Life Stage Root Motivators and Survival Values

We all process information in approximately the same way. The brain and preconscious mind sort information sending to the conscious mind only the information that is relevant for current life stage survival values. This leads to the third basic premise of ICBM. ICBM gives us the knowledge of the information most salient to survival scenarios by stage of life. ICBM provides guidelines for fashioning marketing messages that are cognitively processed in different ways, according to life development stages. While the mechanisms of information processing are the same for everyone, changes take place in the workings of these mechanisms across the life span. The changes in motivational forces also affect how we experience and think about matters.

Consumer Behavior MarketingT Delivers

When we know the nature of consumers' purchase motivators and values --no matter what consumers might say they are -- we can design communications to arouse the consumers' deepest and most compelling motivators. The ICBM process creates messages that have the best chance of generating consumer interest and converting that interest into a selection or purchase decision. Finally, the ICBM method improves successful, sustainable strategy execution through critical sales and service skill improvement application training programs.

Based upon the concepts of "Developmental Relationship Marketing" developed by David B. Wolfe, ICBM's foundation incorporates and builds upon this unique and effective approach to improved marketing and sales. To learn more about this revolutionary approach to communications visit DRM.

To learn more about our approach, please contact us at 630-627-9600 or email us at info@comingofage.com