Lesson

Consumer Needs

Story99.com is a Branding & Storytelling Consultancy for B2B, Tech & Deeptech

Customers buy a product / offering to meet one or more of their needs.

Fundamental Needs

Need

Explanation

Physical+mental health** & well-being

To maintain a stable, pain-free, and energised state that enables daily functioning and long-term quality of life // includes desire for peace / tranquility / calmness

To feel hopeful

To believe that the future can improve and that one’s actions can lead to positive outcomes.

To be (and feel) safe

To avoid physical, financial, and emotional harm while feeling secure in one’s environment.

** includes desire for peace / tranquility / calmness

Subscribe to https://learnstory99.substack.com/subscribe where we notify you when we update our existing frameworks and insights around storytelling, marketing and brand-building.

Essential Emotional Needs

Need

Explanation

Family / romantic-life, social-contact

To build and sustain close relationships that provide belonging, intimacy, and emotional support.

To be seen / heard / appreciated / accepted

To feel acknowledged, valued, and validated by others.

To feel smart / worthy / confident / good about oneself

To maintain a positive self-image and belief in one’s abilities and value.

Many consumer brands in India, position themselves as part of family-need stories. Like the ad below.

PS: The above ad also touches upon the need for us to be seen and appreciated.

Functional Needs

Need

Explanation

Make money

To generate income that supports lifestyle, security, and aspirations.

Save money

To reduce expenditure and preserve resources for future needs.

Save time

To accomplish tasks efficiently and free up time for higher-value activities.

Convenience#

To minimize effort, complexity, and friction in completing tasks // could be through easier / faster / simpler way of doing something or with less hassle (more comfort) or through some integration / organization etc - which makes life easy

Lower risk

To reduce uncertainty and avoid potential losses or negative outcomes.

For connection / access

To reach people, services, or opportunities easily when needed.

For information / knowledge

To acquire relevant insights that enable better decisions and understanding.

Meet compliance / rules

To adhere to regulations or norms in order to avoid penalties and ensure legitimacy.

For novelty / uniqueness

To experience newness or differentiation that breaks routine and signals individuality.

For sensory appeal

To derive immediate pleasure through sensory stimulation (visual, auditory, tactile, etc.).

# could be through easier / faster / simpler way of doing something or with less hassle (more comfort) or through some integration / organization etc - which makes life easy

Subscribe to https://learnstory99.substack.com/subscribe where we notify you when we update our existing frameworks and insights around storytelling, marketing and brand-building.

Esteem Social Needs

Type 1 - Non-Accumulative

Need

Explanation

Reward (others / self)

To reinforce actions through recognition, incentives, or personal gratification.

Honour (one’s value)

To feel respected and acknowledged for one’s identity, principles, or contributions.

Vengeance / to beat others

To restore balance or superiority by outperforming or defeating others.

Type 2 - Accumulative

Need - To gain / hold-on to / not-lose the following

Explanation

Status (for the world)

To be perceived as successful, influential, or high-ranking by others.

Accomplishment (self)

To achieve meaningful goals that reinforce personal competence and progress.

Heirloom / legacy

To create lasting impact or assets that endure beyond one’s lifetime.

Savings / ownership

To accumulate and retain assets that provide security and control.

Group-identity

To belong to and be recognized as part of a specific community or tribe.

Independence

To maintain autonomy and control over one’s choices and actions.

Higher Order Needs

Need

Explanation

For joy (non-sensory)

To experience deep fulfillment, meaning, or inner contentment beyond immediate pleasure.

Fulfills the creator in me

To express creativity and bring new ideas or creations into existence.

Lets me help / serve (beyond family / friends)

To contribute to society or others in a way that creates purpose and impact.

Idealism - the desire for the world to be ideal & fair

To act in alignment with values of justice, fairness, and a better world.

Nostalgia

To reconnect with meaningful past experiences that provide comfort and identity.

To indulge my curiosity

To explore, learn, and satisfy the desire to understand new or unknown things.

Subscribe to https://learnstory99.substack.com/subscribe where we notify you when we update our existing frameworks and insights around storytelling, marketing and brand-building.

Keep learning with Story99

Get new frameworks and updates in your inbox.