Before you decide on selling anything online, you need to first determine who your customer is, what they often purchase, and why they are purchasing online.

This is called "customer comprehension". The better you understand your customer, the easier it will be to sell stuff to them. Obviously, at the core of any business, the ultimate goal is to create a profit. To create a profit, you must have customers and you must be able to sell to these customers.

One of the most common mistakes I see people make is promoting to a customer (or audience) before they fully understand who their audience is. It is very easy to waste money promoting what you "think" people want, rather than what they are actually looking for.

Don't make assumptions on your customers, gain an understanding. You will be much more successful.

Before we go any further, we need to understand the steps someone takes between the time they learn of a product or service, to the time that they actually make a purchase. That is what my goal is to help you understand.

Let's look at some it. Some known facts about a customer:

(1) Customers rarely buy on their first point of contact to a product
(2) It typically takes a person 7 times (this could be website visits, email newsletter, etc.) before they make a purchase online.
(3) Customers do not buy from people they don't trust
(4) Customers are exchanging "money" for something that will improve upon their existing situation
(5) Customers have more access to product information and reviews than they ever have
(6) Most customers can see through scammy promotions, in fact are turned off

I am going to show you how to catch people later in their buying cycle so you can increase your chances of someone "buying" versus having to walk them through all points of contact. This will simplify the selling process drastically!



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kmayorga07 Premium
this is an interesting article, i read a book called "way of the wolf" by jordan belfort that also simplified selling in a stock market environment, but of course it can transfer to any niche.. if anyone has any selling books they recommend please also leave them in the comments.
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James155 Premium
When talking about reviewing products i really agree that this is a great way to acquire customers that follow through. This is of course if they trust your information. My question is this......How do you review products or services without spending loads of money buying all of them so you can check them out and review them? I think this is a great way to get customers but like i said, you need to know what you are talking about/be able to give honest and thorough reviews. If anyone has any insight on this it would be much appreciated!
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smartketeer Premium
Excellent question James!

Well, as you pointed out, the best way is to actually try it out

But I guess that's a bit difficult if you are promoting luxury travels or private jets ... In which case you'll have to do a VEEEERY detailed research
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James155 Premium
So are you suggesting that heavily researching the products you are wanting to review could be/is an alternative?

I know that using them or testing them first hand is the best way to review but i think that even if the products weren't 'luxury holiday' expensive then reviewing a few or basing your sales around the review stage will become very costly.
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smartketeer Premium
Yep, that's my point :)
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James155 Premium
would you say that researching products in depth is a viable way to review? Or do you think that it is a bit risky and could potentially lead to negative feedback/lack of trust?
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smartketeer Premium
In my opinion is achievable. There are endless possibilities to access reliable information

Not to mention that you could create and run your own surveys before writing your own review
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JerryHuang Premium
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KBean Premium
These statistic are interesting, I wonder where the (2) fact about 7 visits to a site before they trust and will purchase! It seems counter intuitive; if a person is searching for my product, why would they visit so many times if they needed a product?
You might guess competition, but each of us has a niche, not a common product of easy substitution...
Thanks Kyle
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Kyle Premium
That is not always the case, far from it. That is a cliche and a general rule of them on the entirety of the purchase process, you can walk them through all 7 within a well design marketing process...and you can also catch people that are much further along in the life cycle.
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AtEssentials Premium
This makes a lot of sense. I think I am my own target market. My demographics is ideal for my niche. Middle aged wife that needs what I have to offer.

And we mainly buy all the time, we are always in the mood to shop, whether we can or not is a different discussion. Lol

-Lakesha
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possumlane Premium
I am in the same boat however I do not think that middle aged women want my anti ageing products lol
Thank goodness I am my best customer
Carol
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AtEssentials Premium
I know that was a joke. That's the best time to start. Either the environment destroys our skin or the food we eat makes us age faster in looks. Says the middle aged woman.

Going natural is hard these days for a lot of Middle aged women that's why so many still wear makeup.
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possumlane Premium
Well I got onto a product that has stem cell technology in it and all the brown spots on my hands have gone and the few I had on my neck are fading so I do not mind promoting a product that
a) I use and b) that works. They have not brought out a supplement with the same technology and I take them. - one in the morning and one at night
The second one is Pure Essential Oils and I swear by them and of course they are natural products. I hate anything synthetic and I don't wear make up - just take care of my skin and my diet.
I think that if you use a product and know the advantages you are much more of an authority and people can sense that
Anyhow onwards and upwards
Carol
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AtEssentials Premium
You are absolutely right. I blogged about the necessity of being an authority in your niche.

But that's one thing I don't like about the WA set up, I can only blog once a day and if I miss blogging that day I have to park my blog until the next day.

Anywoo, I would love to learn more about THAT product, it sounds great and something I need.

-Lakesha
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MyWarCo Premium
I have experience in "belly to belly" sales work and came to understand the importance of building a relationship with my customer before they actually became a buying customer. For some strange reason I did not transfer that knowledge over to my endeavour for building an online business. This article cements that knowledge and confirms what I must do to create relationship with folks who are coming to my website(s). Well done WA... I so appreciate these great WA lessons!
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Kyle Premium
You are not alone, a lot of the time people dehumanize the process when it comes to the online world, when in reality it is even more important to humanize your communications and interactions. T

his is how you build trust, this is how you can be in a position to make product/service recommendations and have someone heed to your recommendations.
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