Introduction

In this episode of Selling Luxury, I'm joined by international luxury marketing consultant Antonio Paraíso, known for his work on emotional branding and "the art of making people dream." Together, we explore how desire, not need, drives luxury buying, and how brands can create longing through beauty, storytelling, symbolism, scarcity, and mystique.

Episode Summary

We unpack why affluent clients buy with their emotions and "need of the soul," not practicality. We discuss how luxury brands use extreme quality, aesthetics, story, and scarcity to spark desire, and how that's evolving with younger generations. Antonio shares vivid examples from Hermès and Patek Philippe to a bold move by Bottega Veneta. He also introduces a true highlight for me in our conversation— Porsche's subscription model as a powerful sign that experiences now matter more than ownership. We close with Antonio's "make them dream" formula and why resolving imperfections quickly can deepen loyalty more than perfection itself.

Key Takeaways

• Desire over need: Luxury buyers are buying happiness, emotion, and meaning, not functional products.

• Porsche Passport: Experience over ownership. Porsche's subscription model lets clients drive the dream without owning the car, reflecting a generational shift toward access and experience.

• Scarcity still matters, just differently: Exclusivity still drives desire, but queues and overexposure mostly attract aspirational buyers, not true high-net-worth clients.

• Fascination leads to desire: Magic, wonder, and myth, like the Kelly bag's origin or Marilyn Monroe's Chanel No. 5 story, create fascination that converts into desire.

• How to maintain mystery in an over-exposed world: Luxury is a constant paradox: visibility vs. mystique. Brands must be intentional about what they reveal and what they hold back to preserve allure.

Spotlight Guest

LinkedIn: https://www.linkedin.com/in/antonioparaiso/

Website: http://antonioparaiso.com/

YouTube: https://www.youtube.com/@121Paradise

Contact Host

Website- www.jeffreyshaw.com

Speaking- www.jeffreyshawspeaks.com

Books- www.jeffreyshaw.com/books

LinkedIn- https://www.linkedin.com/in/jeffreyshawauthor/