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 is a 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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ajones64 Premium
Excellent Training. I guess I could used the process that I go through when I purchase something. I generally search and read the pros and cons of a particular product before I buy. Of course price means everything to me when I buy. After a day or 2 of thinking about the product then I buy. Usually I would go back to the same website to purchase the product.
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RogerHumbke Premium
This is the second time I went through this lesson and I am finally realizing that I need to focus on customers who are further along in the buying cycle. I have been spending way to0 much time trying to get individuals interested - trying to talk friends and relatives to get onboard with my interests and will focus on the needs of the individual.

Will shift this focus to individuals (probably strangers at this point) who are already interested and will probably be purchasing at some point in the future.
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m59 Premium
This information does make you consider what and how to market your product or service, espicially when you are new, and customers think the trust factor. My site, dedicated to providing people money saving solutions, primarily from an MLM company, but There would also be Affiliate programs concerning saving money. My concern is adding an Affiliate program that appears ok on the surface but scammy or doesn't deliver on its merits. etc, etc.
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MarkPerkins Premium
Well you would have to go check them out, I seem to remember they will give them to you for free if you can convince them you are a genuine affiliate and are writing a review on heir product.

Mark
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m59 Premium
That does make sense Mark, Thank you. Since my website is new, with not much content, contacting the affiliate company and explaining why I'd want to offer their program. That way I can also get a sense about them and their program. Thanks again. Have a great weekend.
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lindajay Premium
Am i understanding you right? You: My concern is adding an Affiliate program that appears ok on the surface but scammy or doesn't deliver on its merits. etc, etc. Why would this be a goal?

Just wondering maybe you were meaning to say something else.

Looking forward to GREATNESS,

-Linda-
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m59 Premium
Well, I understand it. May not have been the clearest writing for other readers, But, I know what I need to do to find the right Affiliate Program. I hope you do find greatness. Have a wonderful weekend.
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DScollard1 Premium
Buyer Behavior is an endless study into infinity with a magnitude of unanswered questions. One thing I've discovered is "true" 90% of the time is that if I can show value and gain trust, I'm 1/2 way there. #1 is the buyer must like what they see together with comfort in to whom they are dealing with. The buyer is convinced to act on their own terms with a little encouragement from you. WIN/WIN...touche
.
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Bere1 Premium
This course is great. Really worth it! Thanks so much Kyle for walking us through in the purchasing cycle. I work as a Buyer Planner in my day job and this makes so much sense if we apply reverse engineering to attract traffic to our websites. Simple yet right on point.
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Clbrooks57 Premium
Very informative but need to do it again tomorrow. I feel like I have missed something. Like, how do you follow the customer? If you know signs and signals of ready to purchase customers then why don't you stay right there. I mean did I miss something? or were you explaining how to get to the keywords you should actually be focusing on. Because that is the clue that I took from this.
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onmyownterms Premium
What it means is that just because you're getting hits doesn't always mean the customer is ready to buy yet. Email marketing to follow-up with customers is key to converting them to buyers.
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Clbrooks57 Premium
Thanks. I proceed with the next level of training! That must be next. Thanks.
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JVanDerLaan Premium
I believe it also is trying to convey the importance of targeting the right keywords in order to attract the customer in the right part of the purchase lifecycle.
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vfxbanner Premium
Thank you, Kyle. I'd heard about the customer purchasing lifecycle before but yours if the first training that took it to the 'how' level and showed me how the stage within the lifecycle determines the types of keywords that I should target. It gave me more ideas for how to monetize my site (catering to the latter phases) as well as ideas for building my brand as a thought leader (catering to the research phase).
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danzam320 Premium
Really simplifies how to think like a customer, rather than someone selling or promoting a product. Every time I write content I come back to this and when I read my own content I pretend to be a customer on my own website. This is very helpful, thank you Kyle!
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WLG Premium
The most important think I've learned from the training thus far is not to try and sell to my potential customers' but give them valuable information about my products and or services. Information is one of the most powerful tools you have to engage your audience with.

If you try the hard sell approach you will probably not get this person as a customer. If you provide them with a want or need, you most likely will get them to buy from you.

To God Give The Glory;
Praise His Holy Name;
Your Brother in Christ;
William
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JulieHarris Premium
Definitely a good point, WLG. I think giving good information is key. I must admit, I am worried about being able to do this. I need to build up my confidence level! I need to remember Philippians 4:13 " I can do all this through Him who gives me strength".
God bless!
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aileenls Premium
Amen!
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WLG Premium
Yes indeed sister, Amen-William
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WLG Premium
Amen my Sister-William
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LindaF Premium
I find that the steps out lined in this lesson are stepts that I have already taken. I was one the other end because I was the customer. When coming into WA at this point I didn't know what I was looking for.. In searching for something totally different I came across a catchy phrase and I just opted into see what it was all about. I was in proses of converting a blog page that I had into what I have right know.
Before coming to WA I already new what I wanted to do,and I had already did my home work. So it was very easy to follow Kyle. I had been burnt before and it took me a bit to become premium member. I didn't want to go head into it, only to regret it later. The most difficult was making the web site, Keywords content, Know Marketing. What Kyle has don for me is assure me I can do this. I have that confidence know. know I need to apply it
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Nicky72 Premium
Great article.
At first I was thinking OMG I'm way off the mark here but as I read more, the more sense it made.
I'm really excited to get started now writing articles for my site . Not sayIing I will be any good but I'm going to give it my best shot.
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Khopp31328 Premium
Hey Nicky!!
How are ya? Your articles will be amazing. I was a little intimidated by this too but like you said it makes a lot of sense a the end....See ya around!
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Nicky72 Premium
Hey I'm great thanks
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jwcodding Premium
I have had a few PM conversations with Kyle about how difficult it is for me to write quality and interesting content at this time. I do understand that the more I do the better I should get but I have a feeling this could be a slow and long process.

I guess I have to keep the entrepreneur spirit and keep plugging away!
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WhatUpDoc Premium
Great information that will definitely help in the long-term.

As a classroom learning facilitator, I had to understand my customer. In that situation, it was people who were sent to the training but had very little information about what the "training" actually was all about. Day one was the toughest. The morning of day one actually. I had to effectively "sell" them on what they were going to gain by being with me for a week. I am identifying this process as the same sort of environment. Once the visitor lands on my page, I have to make sure they learn the benefits of staying with me.
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Learnn Premium
WhatUpDoc,
You make a great point if someone comes across our site it is our opportunity to show them why it is best to stay with us as a trusted source of information!
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RogerHumbke Premium
Great advice! I am going to be following you.
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Roma72 Premium
Great article... Loved it. Now, since I am a guitar player, I chose my niche to be guitars. My first article/post is in how to choose an electric guitar for a beginner. Kyle made the example of targeting a specific golf club as opposed to golf clubs in general. Now, unless someone is looking for a specific guitar on my list, I am wondering if that may be too broad, or just a "research" page for a potential customer.
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sugarangels Premium
That first visit you make with someone is profit for life if you give them advice. I use to think the first sale but after working at a moving company for a few years. I saw them getting traffic from website landing page full of content. Then sending out my trained service/product and if that service went well they gave a referral. Then when they need to move again and they call and tell all their friends more stream of profit so for me if I provide believe I make sure I would buy what I am trying sale. lets got get throw this lesson
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TimBritt Premium
I am still working to get my website built with my niche and right now, a little information overload.. lol
I would love to see one or two websites that are successful and see how I might implement some of the ideas into my website that made yours successful. Please send me the link or address so I can visit because I am wanting to structure mine that so it will work too.
Thank you,
Tim
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anthony97 Premium
Give this a quick view. Thanks.

journey-to-freedom.siterubix.com
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Shannonkamal Premium
Good question Tim! I just realized I had the same issue. Anthony thank you for the reply!
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Shannonkamal Premium
Awesome site Anthony. Very resourceful and honest thank you!

Just got chu a follow my man!
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DavidHenke Premium
Hello Rookers12: Creating a mailing list is the best way to create income in IM because subscribers on your list have joined the list because they like the information you deliver. Building a list is best accomplished by getting an autoresponder. I like and promote Get Response which you can explore with this link: http://www.getresponse.com/index/davidedward
I also wrote a blog on building an email list: https://howtomakemoneyinternetmarketing.com/how-to-build-a-meaningful-list-of-subscribers
Please leave a comment on my blog if it helps you. In my opinion , building a list is like putting money in the bank. It will be there when you need to make a withdrawal. Hope this helps. Cordially, David
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anthony97 Premium
Hello, when I came to realize that owning an email list is one of the most powerful thing to own. I have been thing of setting up an account with Aweber (not sure if you have heard of them) and start building my list now. I am only in course 1 of the bootcamp so do you think it is best to wait until my website is fully running first so I have a direction to point them to for help etc??

Thanks
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chillens Premium
thanks David, I'll check it out. Has it helped you? I'm just getting to that point, Michele
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DavidHenke Premium
Hello, Anthony. You might want to wait until you have your website up and running. The reason is that an auto responder will start charging a monthly fee, even though it isn't much to start. However, if you think you will have your website up and running in the next month or so, you could use that time to learn how to prepare broadcast emails, set up landing pages, prepare opt-in forms, etc.
I have a negative bias for AWeber who unfairly cancelled my account two years ago when I had a list of 10,000 subscribers. So I recommend Get Response. Here is a link for Get Response if you are interested as I promote Get Response:
http://www.getresponse.com/index/davidedward

You can start with Get Response for about $15.00 per month for up to a list of 1,000 subscribers. If I can help, please let me know. Get luck to you. Cordially, David
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anthony97 Premium
I really think I was moving too fast when questioned the above. I am only going through course 1 and have only just got the foundation and themed content of my website up, this is definitely going to be in the pipeline for in the future though.

Thanks for the help
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DavidHenke Premium
Hello, Anthony: You're wise to begin thinking about an auto responder because without a mechanization to collect your subscribers, the whole effort could be wasted. However, you don't want to start collecting monthly expenses before you have to either. Hope this helps. Cordially, DAvid
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Dennisws68 Premium
Will Getresponse help me with the link of Wealthy Affiliate? I am trying to promote this website. I also have a website of my own which is denniswslovemarketing.com I have web pages to put content on though. Please Reply! Thank You!
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DavidHenke Premium
Hello, Dennis: Get Response will teach you how to create a landing page that can direct subscribers directly to your WA website. You would need to entice a potential subscriber to sign up or respond to your landing page. Get Response also maintains your list and you also can create an opt-in form for people who would subscribe to your list. They also offer a list building course which is very good. I like Get Response very much. Here is my affiliate for Get Response if you are interested:
http://www.getresponse.com/index/davidedward

Hope this helps. Cordially, David
:
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RichBrennan Premium
The insight I gained from this article is amazing. I would never have thought to leverage offline advertizing such as TV infomercials but it makes so much sense now. The other thing that stuck me is how to use my own experiences as a Customer who makes online purchases to gain Customers of my own :-)
Rich
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ririj Premium
How can I do reviews on children's books? There is not much negative to say about a book? My site is called Bilingual StoryTime and I want to sell children's books plus Spanish learning books and English learning books. Obviously with learning books I could provide pro's and con's but with children's books?
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littlemama Premium
You don't have to say a lot of negatives, but not one product is perfect so there must be one or two con's.

Majority of your review of children's books will be positive.
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FaimiA Premium
Cross reference them and point out which ones are better in your opinion. You don't have to necessarily depend on the negatives. Hope that helps.
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julzxchong Premium
There are quite a number of things to write about children's book. Eg, themes that can be found in the book, positive traits of the characters in the book, lessons to be learnt, etc. Sometimes it can be fun things like the illustrations of the book or how easy the reading is, so as to encourage readership in young children.

All the best to you!
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nathaniell Premium
I structure my articles like this:
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Firefox2081 Premium
Kyle, this is absolutely amazing material. Thank you for putting the time and effort into writing this. I'm going to take a swing at this and see if I can reverse engineer my own purchasing cycle. Which shouldn't be too difficult considering I'm planning to sell the exact same thing that I buy for my own hobby :-D
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rosie40 Premium
just a quick question,,, when we make a post on the Buyer stage of the cycle,,, would that post be a review or a simple post telling people how to buy for example if I was selling "XYZ" would my Order XYZ here post be the review of the product?/
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judebanks Premium
A review is a good option but it should be a full and proper review explaining the pros and cons of the product. In other words, it should NOT be a sales testimony for the product. ~Jude
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rosie40 Premium
ok thanks,,, so even thou the post can be called by XYZ it's still a good review?
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judebanks Premium
We might be at cross purposes or I am not understanding what you are asking or trying to do.

The post you would make is on your website, not here in the community,

The title of your post would be XYZ Review, or Review of XYZ.
or XYZ - Does It Work; or XYZ: Is it Worth Buying It, etc.

~Jude
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rosie40 Premium
it would be on my website,,, I am trying to understand the buyer cycle. So when Kyle says to create a "buyers" post,,, even with a buyers post title would that be still a review of the product???

hope that makes sense
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judebanks Premium
The post title does not have to say Buy Me Now...lol. In fact, it should not do that. It should be: The Solution To Your XYZ Keyword Problem, or something like that.

The post can be a review. It can be a personal testimony. It can be comparison table of different products rated according to whatever criteria you wish to apply. It can be a video on your site demonstrating the product in use with a Buy Now button embedded in the video or below it.

It can even be a sales type landing page or post.

The point is that the reader, who arrives on your site via a buyer keyword in search, is ready to buy. What you want the content to achieve is for the reader to hit the buy or click-through button on your site and not feel they have to do more research anywhere else. Your goal is conversion. Convert a visitor to a paying (or signup) customer.

~Jude
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rosie40 Premium
ok thanks so much Jude,,,,, that makes good sense. I'm still working on content at the moment,, haven't started on reviews yet or put up any affiliate links ,,,, I also really want to use the products first and give an honest review anyway and that takes time to do.....

cheers ROse
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judebanks Premium
Great! Keep going. :-)
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Powerhousevi Premium
Never one to be at the door for the newest 'fad' or 'iphone' or ??, I fully comprehend the idea of repitition. Heck, I didn't even get an iphone 6 until the 7 was out and the 8 conceived. I fully support the one day, one step, at a time methodology. It works and quality reigns supreme over quantity.
See You @ the Summits-2-See You @ the Top!

DJ @ PowerPillarsV
https://powerpillarshealthysummits.com
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varah Premium
I'm having a hard time using this WA as an artist. I understand this website is to teach Affiliate marketing. I'm trying my best to correlate what I learn here to what I need to do as an artist to be successful online.

(1) Do you read regularly about your niche?
I do not read regularly about art. but I make art almost every day.

(2) Can you effectively communicate with others in your niche?
I'm a shy person so its hard for me to talk to people in person but online most definitely.

(3) Do you comprehend customers issues?
I understand that people buy art to decorate their home or office with something that relates to their personality or a mood that they want to feel. So I understand that if someone really loves astronomy, cosmology and art then they would love to buy my space art.

(4) Can you come up with your own "pros and cons" for each customer situation (product, service, etc)?
I'm not sure how this relates to me selling my art online

(5) Do you understand the core problems within your niche?
I'm not sure how this relates to the art world in general.
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littlemama Premium
Then is affiliate marketing even what you should get into? You make art, so you should be selling directly to your customers. Affiliate marketing is promoting other people's products. Big difference.
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varah Premium
I thought this website was going to teach me how to be an online entrepreneur in general, I didn't even focus on the affiliate part when I signed up. The things about building a website, making content, and SEO are all things I definitely should know. I'm just having trouble separating the affiliate stuff from what I'm trying to do as an artist.
However, I do want to write about certain products I'm using in my art so I am taking some notes on Affiliate Marketing. Like paint brushes, brands of paint, even art subscription boxes. But I want to do that later in my art career.
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Nafanua684 Premium
I think that you can still create a website through WA to promote your art, which I think is a lot easier since you know your product completely and the audience that you are trying to target. You could still generate relevant content to try and draw traffic to your site, the only difference is that you are selling the product directly. If there are other works of art that you personally like that have affiliate programs, you can promote them on your site as well. I think WA is very versatile, and whether you have a product to sell or not, you can still make it work. Good luck!
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varah Premium
That's true!

I kinda sorta know what kind of people I want to attract to my art. Since I paint planets, nebula, galaxies and other celestial things I know I want to attract people who are genuinely interested in astronomy, cosmology, and sci-fi. And I will be writing about those things in my blog. I'm just thinking too hard and confusing myself like I always do lol! Thanks for your help!!
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Nafanua684 Premium
No problem! I'm glad I could be of help. I think we all tend to overthink things from time to time, but since this seems to be a passion of yours, I'm sure you will have no problem creating the content that you want.
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littlemama Premium
Then yes build the website and ignore the affiliate marketing stuff for now.
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LJClapet Premium
I'm so glad I read your comment, Nafanua684! I myself am an artist and have been trying to find the right avenue to sell my art work. You're so right about generating relevant content and promoting other fellow artist's work at the same time. I love it! Thank you very much and "Cheers" to Wealthy Affiliates!!
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Powerhousevi Premium
Although your statement two days ago is true littlemama, is it not also true that you can 'link' back to origin (direct sales) products from affiliate sites?
Through the use of blogging, a website or sales funnel one could essentially profit from the sale of art supplies, paints, inks, pencils, et al. while referring the 'like' customer base to varah's site, for example.
This creates a win-win scenario perhaps even allowing varah, or other artists, an opportunity to maintain their own supplies for free and even turn a profit.
I constantly refer like-minded prospects to other opportunities through hyper-links and only further providing a 'trust' factor with my customer base.

DJ
PowerPillarsV
https://powerpillarshealthysummits.com
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JuanS2 Premium
This information is as good as GOLD! Those of you that are new just got the keys to the kingdom. As you progress through your training, you'll understand exactly what I mean. I was just discussing with my internet marketing friend about this very topic and if they would cover it in WA. You see, most other courses never mention "BUYER KEYWORDS" I never made a sale until I targeted these magical keywords. If you did not completely understand this lesson. Go over it again and again until you do. It will make your online life so much easier. All these lessons are important. But, none more than this lesson. (MyOpinion) Good luck all! Follow these lessons step-by-step to success. I Promise you will succeed!!!!!
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Marlena1 Premium
You have given me a lot to think about. I really like the idea of using the product name and I can see how this works. There are several times I have searched for things when thinking about making a purchase and been disappointed in not finding what I was looking for. Now I wish I would have written these things down! I have a great idea now from this of how to post about one of my products. Thanks!
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hailsmp Premium
I was just wondering how you get an email from someone who is looking at your site. I've seen on other people's site a box pops up that you can "X" out of and it asks for an email for deals and such but I am unsure how to get that. Is it only for certain themes?
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Matstabler Premium
There are several ways you can achieve that result. I personally use mailchimp who have a free tier, and this also allows you to deign your own custom pop ups and also subscribe buttons.
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hailsmp Premium
is that a theme?
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Matstabler Premium
Sorry, its a website https://mailchimp.com/
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hailsmp Premium
I got an account, but I'm still unsure how to make the pop-up
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Matstabler Premium
you create a campaign 1st of all, then you can create sign up forms etc.
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rtd2002 Premium
The 7 contacts before a person will buy into an opportunity is a good average. This is the average for in-person contacts as well. With this in mind, there is no rush for the first couple of contacts. Keep things casual and slowly reveal to them how you can help them. If you verbal vomit all over them about the opportunity on the first contact, you will scare them off. Relax and take your time. Just remember 7 contacts per person is the average before a person will buy into any opportunity. You are trying to help them not sell to them. You are building relationships not just gathering customers.
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GoodsbyGrant Premium
"It usually takes a person 7 times to make a purchase" this is why its so important to not to worry if people have bought something yet, just keep creating content and eventually they will. and by the time they do, theyll be ready to recommend it to someone else. Boom two birds with one stone
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stanharry777 Premium
Hello K,
This is an truly eye opener for me.the analysis of the journey of the various stages of the buying cycle. actually we all travel that road, but as you have mentioned, we all do it differently. i actually enjoyed hw you explained the process .i am more enlightened and am beginning to enjoy each lesson more as i spend time to read and follow through with the exercises with more clarity, than just rushing to finish the exercises.
thanks K, for sharing all your knowledge with us so ungrudging.
blessings as always.
dennis
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Joekaprod Premium
Thank you for this article, Kyle. Before reading this didn't even know of such a thing as a Customer Life Cycle.

And you also made me realize that I don't know my customer. I read about my niche (parkour and freerunning) frequently enough to communicate with other within it, but I have no clue what their issues are in a customer's perspective to provide pros and cons.

Like I know that some practicioners find it difficult to find spots to train, and probably run down their shoes quickly- actually the more I type and think about it the more I'm coming with ideas.

I was going to ask how I could find out more, but I think if I just keep thinking and check out forums and youtube comments then I'll find a few more problems that I could monetize by adding solutions to.

I'm sorry this post came across as a bit of a babble.
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nana55 Premium
I have a question. I am currently referring people to websites to continue their "research" phase of the buying process. Is this a mistake? For the most part, I am only referring them to sites that information on alkaline foods and not sites that are selling anything. What do ya all think? Is this a good practice to get them to trust me and then hopefully they will return to me for the buying phase?

Let me know what ya all think, please.
Thanks, everybody.

Tina (nana55)
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gkarakey Premium
Tina:

There are different stages that people go through when they buy.

The classic formula is AIDA.

Awareness - People don't know they have a problem
Interest - People take an interest in your offer
Desire - You build a desire for your offer
Action - People take action to purchase

Your website should have something for every stage. In fact, some people might go from awareness to desire and be ready to take action all while reading your "informational" posts.

What then?

Where do they go to solve their problem?

If that feels too pushy, have links in your content that are more soft sells (for more info click here or if you'd like a solution click here).

People will start to trust you if the information you are providing is valuable.

Good luck.
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nana55 Premium
Thank you Gkarakey,
That is what I thought just wanted someone to agree. lol

Thanks, again.

Tina (nana55)
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nana55 Premium
By the way, I can not click on anything in your post to lead me where you are recommending I go.

Tina (nana55)
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gkarakey Premium
My links aren't active.

It was more to show you the types of things you can put in your blog posts that are more soft sells instead of a big ad saying BUY THIS!!
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nana55 Premium
Oh, okay, lol at myself. Thanks, I appreciate the help.
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HiroGosden Premium
Thank you, nana55 for your question and gkarakey for the answer. A very similar question was on my mind, so it was helpful to see it asked, and the answer provided in this way was very valuable.
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Joekaprod Premium
That's an excellent way to put it gkarakey, I'm going to put that into practice from now on.
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johncruz Premium
As humans that like nice things we go through this thing called a buyer's cycle. Of course we come across a product, then require more information (product review) on different things and then we pull the trigger...if we trust the information we get. As the marketer, building trust is a great thing but you need to know when to use it and this is really up to you. Definitely don't lead them to another site if it's where they are going to buy something. Now if it's just for information that is a great way to build some outbound links. Just make sure you're not leaving any money on the table and you'll be fine.
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nana55 Premium
The sites I left links for are completely informational and have no affiliate listings on them for purchase.

Thanks for the heads up though.

Tina
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SteveWalker Premium
Good training. I hope my thinking is correct. My goal in the WA Affiliate Program is to lead people to create an account. From there, the WA website will likely lead them to the premium decision. That is the way it worked with me in my purchase decision. It that the way it worked with you?
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JacquelineS1 Premium
Hey Steve,

That's exactly how it worked for me and I must have come across a link that was directly created by Kyle or Carson.

Once you get people to create an account WA have created a system of messages that moves your new people towards the Premium decision as you said.

Well done to you moving through the training...

All the best, cheers,

Jacqueline
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Denneston Premium
yea that's the way it is set up basically I believe. I came in a little different, However, if the people that you bring in needs some help, you might want to help keep them involved, because if you are an affiliate for W.A you get a commission on their monthly fees.
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Rozita1 Premium
Based on my own experience and the thinking behavior process I go through before making a purchase, this makes sense. For example, when my son needs to purchase his tennis shoes online, I simply say to him, drop the shoes into the shopping basket and I will handle it. But it's not until a week later, sometimes two that I actually check the shoes out of the online store.
I check reviews on the store for reliability, return policy, security when purchasing. I check out the same shoes at other sites and compare pricing, shipping time, shipping methods. I quit the website and visit again a couple days later to check the user friendliness of the site. I even check to make sure there is a physical location and contact information.
So the time between awareness and purchase is definitely not immediate, and it works the same way when we are trying to get someone to purchase something from us as well, or even to simply buy-in to our ideas.
This topic on the customer purchase lifecycle has been very useful.
Cheers
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BonifaceDjou Premium
Hi Rosita. I like your comment and it gave me more light on Kyle's training. Thank you so much.
Boniface
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nana55 Premium
Good info, it is nice to understand the process people go through before they actually buy from you. I personally do the exact stuff you have listed above before I purchase, and YES, scammy stuff is a complete turnoff. In fact if I think it is "scammy" I won't go back to that site.
Thanks Kyle
nana55
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AlbertShuler Premium
I think it's important to keep what you are selling relatively small,
be very knowledgeable about your products so you can answer questions an give good advice. I want my site to be like a small mom and pop store you saw on main street years ago. If you are selling electronics sell electronics and let the junk go elsewhere.
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Dpiper Premium
Very true, all junk must go elsewhere.
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Nelsonand Premium
Absolutely loved this and it made total sense. Funnily enough our last online purchase was joining Wealthy Affiliate and we have been able to fully understand all of the stages whilst readting these lessons. Now to apply it all. As newbies there was a point where we were trying to run ahead with no formula. No chance of that now.

Thanks for such a great read !
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tgifwwjd Premium
Aptly describes my journey thus far also. This has opened my eyes as well.
Ted
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dennyjames57 Premium
Hi loved the training as always. Opened my eyes a bit. One question. My intention is to promote Digital Photography School (DPS) products through my Photography blog. So someone comes to my blog and likes the content. They click on one of my affiliate links promoting say a Lightroom plugin. So, they are taken to the DPS site where the offer is. Why would they then continue to visit my site when they see what DPS have to offer. Might I lose that potential customer?
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GaryJr Premium
I think that if your content is engaging and helpful, they'll be back.
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dennyjames57 Premium
Thanks Gary. Yes I think that if you build trust and authority as you go it help in keeping people coming back. Good and helpful content is the way. Solve a problem for the potential customer and they will be happy.

Thanks for taking the time to respond.

Best wishes. James.
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estherost Premium
So true!! I have been in sales for a while and we often make the mistake of believing that one visit or call is enough to determine if the prospect will buy the product or not. So many times it takes several contact efforts to get to the buying moment.
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DavidHenke Premium
This was very helpful content. I am struggling with conversions on my website and need to better relate to my subscribers. I just bought a video software program called Viddyoze for $105.00. It looked beautiful but I couldn't figure out how to use it. Tried for three days, emailed the company with no response, called the affiliate who advised me that the product wasn't his. So I cancelled and am waiting for my money back. Now, I'm an unsatisfied customer. I will apply this knowledge to my selling effort. Thank you.
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BManor Premium
This is awesome, I never thought about the purchasing phase. I took a look at how I purchase products and it all clicked. I used the senior of me joining WA, and I was blown away at how the process really worked and I didn't even realize what that process was.
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ririj Premium
I have two sites. One is called Health Food Detective and the other is Bilingual Story Time. With both sites I am simply affiliated with Amazon and I have been researching different keywords to target in each one. With these articles/posts I am able to make different types of product recommendations but I am not always brand specific because I am dealing with the brands that Amazon has available. I have been more concerned about selling, for example, virgin coconut oil, than selling a particular brand because I can select any grand Amazon has available and typically the best price. Is that a bad route to go? I have never been extremely particular about using a certain brand of coconut oil. I am more the one to explain to you why it should be virgin coconut oil.
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mitsufisher Premium
This is a key concept for me. The idea that there are phases in the purchase cycle and that different keywords correspond to different phases.

My first thought was way don't marketings only focus on the end of the cycle, when the prospect makes a purchase?

I think the answer is that it's like a funnel in that at the end there is way less traffic. In the earlier phases there is more traffic and thus more opportunities to interact with prospects. In later phases there are fewer prospects but they are closer to making a purchase.

I'm curious to learn which of these phases I should invest in and to what degree.

Great lesson!

Mitsu
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Steve1958 Premium
I have been here for 7 months and have decided to 'go back to basics' and do the WA Affiliate BootCamp training again...
It really is amazing what I missed the first around...
So, if you have just started, all I can say is this, KEEP GOING!
You will not regret it!
All the best...
Steve
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Powerhousevi Premium
Sometimes we simply need to regress to make progress. Good point Steve ... thanks for 'pointing' this out. ;-}
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Steve1958 Premium
Yep! :)
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mitsufisher Premium
Hi Steve,

I had the same thought recently. I'm new here, as you may recall. Less than a month. But I also had the same thought. My thinking was that the WA program is so good, I should go though it again. Maybe I'll go through the course again in conjunction with starting and building a second site.
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donniecellis Premium
I copied this to refer to later. I have problems remembering all the details of some of the things that are covered. I enjoy going back to look at articles and things I have learned to reinforce my understanding. I can put it in action better that way.

Thanks for the information.
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Justbecause2 Premium
I think it's important to remember we are consumers too, as you say use that as leverage. It can all seem a bit overwhelming when being faced with marketing jargon for the first time..

But when you think about it 'as a customer/client' it helps to keep it 'real' if you know what I mean?
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googs Premium
Good article. I like the advice to make a practice purchase. This definitely will give you some insight on how people search and buy stuff. To add, you can use a friend or a relative and observe them while they do the search, research, and simulated purchase cycle. That way you can help get rid of some of the bias.
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LNolan Premium
One key takeaway that I picked up from this article is about understanding which phase you are catching the potential customer in. Previously I would think that if my niche were golf club putters, I would just target keywords like "golf putter reviews" since that would give me the most amount of traffic to convert. What I didn't realize is that those customers are most likely very early in the lifecycle. I have learned that if you target "Taylor Made Spider Putter Review" you would understandably have much less traffic but you will be catching a customer much later in the lifecycle and you will most likely convert at a higher rate.

Great stuff once again Kyle!
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Kyle Premium
Yeah, exactly. When people are to the the point where they are looking for the specific product they are much further along, not to say that you can't take someone from 'golf putter reviews" to a buying state by truly helping them on your site.
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RobertWalsh Premium
Thanks for those words of wisdom. I found it put the customer purchase lifecycle in context and I particularly liked the last part about keeping your customers coming back for more. It has definitely made me think about what I can do via my website to kick start the process of building loyalty. Thanks a lot for that.
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LDoom Premium
Thanks for the refresher. I am finding this in my online store. It is hard to figure out what people want and then try to build up trust so that they buy from you. I am new to this and that is why I want to learn to be better at it.
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Shandoe Premium
Very helpful. Easy for me to relate for the WA affiliate program as someone who was searching for ways to earn online and someone who was scammed. Not so easy with the other product niches choosing that intrigue me because start out with no real knowledge on them. That's why intrigue me though lol. Have to do a lot of research myself first. But I took notes on this lesson as do with all and can apply.
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Brendon1911 Premium
This is awesome training, but if you're only promoting one product, do you just use different keywords and content relating to that product in order to catch the prospective buyer at the buying stage?

Or, do you cater to all of the stages? As in the information gathering stage, decision stage and buying stage?
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CTisby Premium
In my experience, I have created a mix of keywords creating content that focuses on all stages of the lifecycle. For instance, one article could be about how to do a thing (lose weight). Another could be about exercises to lose weight. Another could be recommendations for supplements to assist with losing weight. And then a review on the product or program you're promoting to assist in losing weight quicker. Of course more reviews would be ideal, but if you have only one product to promote, then you'll run out of review keywords for that product! Review many products, and mix in content as I explained earlier.
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RachelR1 Premium
Thanks for the insights. This is exactly the way I research and purchase and I have seen reviews at the end stage that have clinched the sale. This lesson has focused me on the importance of the review and how, if done well, it can be incredibly effective at capturing interest late in the customers purchase process. Fabulous material - thanks!
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SuzetteH Premium
I have a customer or possibly a few customers who purchase pet products through my affiliate link with a certain company but there is no way of obtaining any information that I can use to contact them.

Any suggestions?

The only think I can think of is to encourage my visitors to sign up for my newsletter more than I already do. Or maybe even mention in my product review for them to email me if they make a purchase and let me know what they think of it.
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achievingJT Premium
How about giving them an ebook regarding that will be valuable to them.?
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SuzetteH Premium
Thank you for the reply JT. Do people REALLY want ebooks anymore? I was never enticed by that offer so I guess maybe that's why I shy away from that idea.
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achievingJT Premium
If you offer them with the great free information they will take it. There was an article here or probably somewhere that pop up window requesting for email information is not the best approach anymore or may affect your ranking. Good luck!
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SuzetteH Premium
Hum, I did not see that. Thank you for bring that to my attention. Guess I may work on the ebook idea :)
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annie58 Premium
I love them!!
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finkle1012 Premium
When I was the VP of marketing or a fortune 500 compny I wrote the steps to closing a sale. I agree that it tke a prospect at least five to six tie to either buy or continue to look around.. It is u the sales person or in this case my\yur web site to not move the suspect to the next step until you are positive that the suspect is ready to move up.
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BobbieHarris Premium
I think this will be an important factor about my Customers that I did not know. But I can see that there should be steps to how customers buy because I find that I do this myself. I will not buy from some one again if they have been dishonest to me. I now check out reviews on everything now before I buy.

I did the same thing with this program, that is how I found Steve's review on this program. I trusted him and I further decided to join Wealthy Affiliates.

I trusted him and now I am trusting you the fact that this is a legitimate company..
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LorPor Premium
Yes we have to have patient. The customer is going to buy something after watching it several times, and I know the most important thing is the follow. Is this cutomer going to buy you again. The feedback is important, because he is goin to be loyal to you if you give him an aditional value, other of your competition does not.
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Tyisrael Premium
This is really a bad thought but it came to mind while reading the paragraph because you need to get your customer hooked like how people get hooked on crack, I know it's bad but in business term that is how they think that is why the TV shows more commercials than movies or shows trust me, the verdict is out. They make sure to get your attention with the catch phrases and the % off and my number one "look out" catch 22 of buy one get one 50% off.
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Tyisrael Premium
I really don't buy anything unless I review it and research the manufacturer especially when it comes to food I'm a skeptic. I look at the ingredients and anything that has a book of ingredient never enters my pantry and any word that seems new on the label I look it up...trust me I've seen changes made to labels that are false advertising and consumers are so gullible they get scam by the minute. 'Motto' of this story- Do your homework as for your site- Do the leg work, plain and simple.
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kdkipper Premium
I research like crazy too before I buy, once you have been taken you are more careful.
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kelvinhaye1 Premium
I used to sell at carboot sales . the first hour the type of people that came round were the so called experts , looking for a bar of gold . that others had missed . then we had the ppd pick up, put down, and disappear. then in the 3rd hour , our customers arrived, they knew what they wanted , knew the best stalls to get the best value . which is what we are all trying to do here .
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renelmiller Premium
Another question I need to answer is that I have a couple of labels that cannot be read by just copy and pasting them to my site. Where can I take them to make them a bit bigger so all of the words can be seen and read, then I can paste them into my site? Thanks.
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renelmiller Premium
I have some definite questions, probably not really linked to our lesson tonight and the last five days I have spent on this!
I need to know the name of a good plug in to use for a comment capture, and one for signing up for a copy of new posts?
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I got a job in retail several years back. Her interview question was " what makes you a good hiree?' My response was " Because I am a customer" I went on to make the highest non-recordable commissions ( we didn't get any) and several very nice raises with repeat customers. I could sell the whole store once I found out what they were looking for..... A new dress? Ok, you'll need shoes, jewelry and other accessories, how about some new perfume? etc..... I loved the job, but physically can't do that anymore.
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kobieross Premium
i agree 100% with the trust part,
"Customers do not buy from people they don't trust"

i think there are 2 online challenges we face today,
1. I like the word integrity, if we look around us and we look at people in general, how many strangers do you think you can trust? Our trust levels is very low, we need to find ways to increase our customer's trust levels, let our no be no and our yes be yes and nothing in between
2. Fear, fear of taking risks and fear of losing money.

I believe every person that is a member of WA is a person with the highest level of INTEGRITY
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hotrods1 Premium
ok someone tell me if i am wrong someone goe's to my site reads my whole sales pitch and are interested , so then they go to wealthy affiliate reviews i have notice there are plug ins on those sites that take them to weathy affiate .com then they take sale away from my site is this true
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JacobMills Premium
I read where WA affiliate links provide cookies that last up to a year. If you get someone to the WA homepage through your link, but instead of signing up they choose to do some more research elsewhere and eventually end up signing up through another affiliates link... Who are they cookied to? Who gets paid?
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ESI Premium
Someone else asked this question. Here's the link to answers.
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Rhett6266 Premium
Great Lesson! Aside from working on my websites here at WA, I also work in a bicycle store; specialty retail. Nearly all the same principles apply most of the time. My job, first and foremost is to build a relationship with potential customers, this is what actually creates sales! After building a solid rapport selling products is easy!
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Yongmichael Premium
It is always easy to jump to conclusion. Just because I thought of something it is natural for me to presume everyone on earth would have the same ideas with me.

After reading this course is like opening my eyes and looking at myself in the mirror. I found out something about myself today that I have missed all these times.
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deethedon Premium
The Customer Purchase Lifecycle was quite a useful tutorial, and it showcased habits that I have as a customer when wanting to purchase a product online. I'm personally never hesitant to join a mailing list as I feel it is harmless and I always have the opportunity of ending my subscription.
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LUNGANIK Premium
I enjoyed a lot info in a customer lifecycle but I have a question what if I have a collique who we were in the community together but because I had my hopes down and left him in the community actually not pull away but continued using the product but didn't believe in our business because of drastic changes that were against my believe in succeeding within the business.

How do I present to the this amazing opportunity since I was the one maybe who was the so called failure. How do I became solid about what I have to offer.

Actually what happened later we were together scammed coz actually we drifted from what so called working hard to easy things which lead to reputation being spoiled.

Yes understand my mission here is more knowledge but I also believe that people who once inspired me not to give have to see that i am still striving for my dreams
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tinkann Premium
Hi Lunganik,

Just be as honest and true when you speak to them as you are being here. We all have made mistakes. No one is perfect.
Just speak from your heart.

Liz
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JoeyWA Premium
Hi Lunganik,

Everything's gonna be ok.
'Just listen to your heart, that's what they say. Listen to your heart you'll be ok.' :)
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Jennifer52 Premium
I think this training highlights the fact that customers want good and specific reviews to buy products. What good and specific reviews can we write? Reviews for products that we know and buy ourselves in a niche that we are very interested in, a niche we would study even if we weren't affiliate marketers - because they are products we research for ourselves to improve our own lives. Thanks for the info, Kyle!
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acox68 Premium
This is a great article! The thing that stuck out the most to me was the long-term customer and maintaining relationships with them. It really is easier to sell to a repeat customer from what I've learned so far with my MLM company. In fact, most of my sales come from repeats. <3 this!
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Niallaght Premium
Q about this review stage for products I could sell online bro. How can I review, say the iphone 6 for example if I don't have an iphone 6 to play with and test? They might read review and say how'd he know. Or am I just sending them to other ppls reviews? If so what will prompt them to buy from me, or follow my link to buy from Amazon? I've been wondering about this for a while now.
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DawnHall1 Premium
Hi,I caught myself almost saying the same thing,....if you were hired at a store that sold phones,you still have never used or owned any of their products.But,you get trained to learn about those products,and expected to be able to sell them,not only that ,but promote. And if you can stick to those things you'do love to learn about,or perhaps a talent you have,start there.I think it makes it easier,especially since we have to promote.Just my thoughts,hope it helps.
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Idahlady1 Premium
Although I thought I was familiar with the fact that a person does not do much impulse buying on line, I did not know that it usually takes 7 passes this is helpful information as is all that I have learned here at WA and I am looking forward to all that I can get.
Thanks Again Kyle and Carson you are amazing!
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khidari200 Premium
So I understand when you're reviewing your products, but what if your product is your own artwork or t shirts? I don't know how I can review my own product?

When I think of writing content for my products (artwork and t shirts), I think of having a short description, maybe 2 or 3 sentences. Any insight?
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Just81 Premium
Start making contacts within the online community doing reviews of other peoples blogs and products and market your own products to them. Just an idea k. Hope it helps.
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Goldy4350 Premium
I found in reading the topic today that I am that description of the customer in the Customer Purchase Lifecycle. These are very true results as to my own decisions as to whether i make a purchase or not. I must admit that purchasing products via the internet hasn't been a very pleasing experience to me over the years but I have learned to be much more aggressive when returning products, and refunds.

I would say that sales can be increased proportionately by the careful presentation of quality products and services, customer support, and more services like Wealthy Affiliate University. I plan to tailor my website(s) on these principles which means I will be returning with theese facts in mind to reconstruct, and make the necessary corrections. At the same time carefully reminding myself that this is all new to me, and websites developers such as myself should be reminded that constant revamping, testing, and improving will always be necessary to gain and keep the customers attention to gain purchase, and return purchases.
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Steve1958 Premium
These 7 lessons contain some powerful information.

I have worked in advertising & marketing most of my working life, so it is starting to become very interesting to find out how the Customer Purchase Lifecycle works regarding the process people go through when deciding to purchase / part with money for a product or service from the internet...

Thank you for these valuable insights!
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peteredw1 Premium
This information could not be further from the truth. How true it is a customer will not normally purchase on the first approach. The only time they will is if the need has been filled.

They have a want or need and you can fulfill it for them. Trying to force people into buying what they do not want or need is, a recipe for disaster.
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fischnp Premium
There was a lot of talk in this training about 'using keywords.' I am very new to all this... I know what keywords are... but I don't know what is meant when you say use specific key words. Does that mean that I should include these words in my website's content?
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JustinPrice Premium
Hey fischnp. Yes exactly you should use your keywords in the titles of your articles and a couple times throughout your article as well. What i also think Kyle is talking about when he says "specific keywords" are terms that are targeted. Meaning they are very relevant to the product. For example "cellphone reviews vs "samsung galaxy s7 reviews".

Hope this may have helped you out a bit.
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Allen-W Premium
Justin is right. I find that when I write content, I start with my title, an outline, and then I fill the rest in naturally. Think of the keyword as a theme for the page or post you're writing.

Don't try to 'keyword stuff' where you phrase sentences awkwardly just to fit in a keyword one more time.

Remember: you're writing for human readers, with a keyword phrase that you have researched and can write about.
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Christie-O Premium
yes...Kyle says
Each page or post you create on your website should contain the following:

(1) Keyword somewhere in your page/post title
(2) Keyword somewhere in the first couple of paragraphs
(3) Then write your content naturally (don't focus on the keyword)

Christie
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tiffstillo Premium
Thank you Justin, I had the same questions and you provided great insight!
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JustinPrice Premium
Your very welcome! Glad I could help.
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peteredw1 Premium
You just answered your own question. The answer we need is sometimes stirring us in the face, it is like a horse with blinkers on, you just see what is in front of you.
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CCharan Premium
Customers, indeed they are the reason why we stay in business, very insightful explanation, breaking it to the stages. I myself was thinking about how to keep our customer for the long term. But Kyle break it down nicely for us.

Feeling satisfied.
I am a strong believer that customers should be treated well in the stages.
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waipuulani36 Premium
This is so true. As a professional dog trainer, we have to do a lot of selling. I have been very successful in selling because of my approach on dog training and HELPING my customers. I help them understand why their dog did what he/she did and they get excited. Because they finally understand. Throw something simple as how to get your dog to potty on the pad and actually try the technique brings them back wanting for more. I never thought selling was going to be my strong suit and fun.
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Luktor Premium
I read this article almost every day, it´s brilliant.

Im just starting with a new post about comparison two products. I want to approach customers in a decision phase, but words like "comparison" or "review" are pretty common and very high in competition.

Does anyone have some more ideas? I would appreciate it. Thanks in advance.

EDIT: OK I have found something already. It´s just awesome how VAST this world of keywords is.

There is always a way to find some great keyword. Alphabet Soup is brilliant.

And I really recommend to spend some time by searching your keywords. It´s worth the time.

Cheers
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kerryjean818 Premium
Another thing to know is that people buy things for emotional reasons, but then they need to justify it to themselves with logical reasons. Appeal to their emotions first, (how something is going to make them happier, make their life better or solve a particular problem,) and then follow that with details, reviews and testimonials and whatever other proof you can provide to satisfy their inner cynic.
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EricH1 Premium
I have worked with many manufacturers and retailers through affiliate programs. Now it's one thing to mention their specific products or business name in a review or discussion article, but many of these manufacturers and business prohibit using their product and business name "behind the scenes" or, specifically in keywords that are submitted to the search engines, Am I wrong on this concept?
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ReginaldDil1 Premium
I've always seen it as informing a person and not selling. There is no need to push the product in their face. They already know what they want, so your job is to help them make a decision by way of information that you are providing. Think about it, when we need help, what do we do? We search people out to get help. That is what it really boils down too.
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Katarina62 Premium
Kyle, hi,
I am confused! I was sure that I've been making exactly all the steps required through lessons 1-10 of the first course, set up 4 pages, finished ABOUT ME page and PRIVECY POLICY page, transferred the site from test to Premium, set up email accounts. But, though there should be a site, visible and with all those pages if only their names, there is nothing if you click www.knitrealm.com!
I know I missed something somewhere, but what and where?
Please, help me.....
Yuri. (for my wife, Katarina62). Email address: Katya@knitrealm.com)
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DSonic Premium
Thanks Kyle, This is very true.I totally look at it from the customer's perspective & agree reverse engineering is the key to understanding the different phases we all go through before pulling the trigger.
Another thing, Can I have more than one keyword in my article even next to each other ?
Cheers
Dan
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