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!

Join the Discussion
Write something…
Recent messages
Tekman Premium
As you rightly point out Kyle, customers have better access to information these days but in a way it is information overload with so many opinions who do you trust?
I can read many reviews on one product, take a look at the rather biased views of the manufacturers site and end up basing my purchasing decisions on real world reviews and personal experience with a brand.
Trust is a huge factor in who and where I frequent when making purchasing decisions and it annoys the hell out of my wife when she wants a quick purchasing decision to be made.
I bide my time and research carefully and normally end up being a client rather than a customer (transient traffic) because they have then earned my trust and tend to be reliable in most cases.
You can sell to anyone you dont have to know them as long as you know what folks are looking for within your niche. Communicate your passion and be realistic not pushy, this is what I employ to build trust. Im not saying they absolutely have to buy it on my say so, merely here are my thoughts and I hope you now have enough information to make that important informed decision.
Kyle Premium
You trust the opinion that you can relate to and that helps you, and that connect with you on a personal level. Think of the people that you trust? Why do you trust them? What characteristics. etc.

I think you will find it amazing as you build out content on your site and start to get interaction just how much trust and excitement you can create simply by putting PEOPLE first. If you do that, making recommendations (that generate your revenue, and benefit the customer) come much easier.
Tekman Premium
You have to sell yourself before your product. Cliche but still holds strong. My writing style may not be to everyone's taste but I am who I am and hopefully project the best of myself or at least I try to. As I build up more content I know I will encourage interaction with more people. I promised myself a few years ago to dispel negativity out of my life and surround myself with positive people. The days of "I can't" are forever dead to me. Thanks to you and WA and all who I have interacted with thus far it's been a total "CAN DO" approach.
oscarwms Premium
So the bottom line is you can only sell to people you know or know you. This takes time. I'm looking for miniature trains and cars and trucks. So I have to go months trying to get these people to trust me to buy from me. Don't think so. I search the net, I go from shop to shop until i find what I'm looking for. He either has it ir he don't. If he has what I want I will probably return to him.
ThomasJohns1 Premium
I try to be an informed and cautious online buyer, I do research before hand on all my purchases. I only go to "big" name online stores Amazon, eBay, Walmart as examples. It will be interesting to see how traffic is funneled to my little guy website. Every good material.
scurvy11 Premium
I was thinking about how I make a decision to buy online in regards to what this lesson states. And its true for me that I do my research first to find out if the product is what will work for me. A big player for me is customer reviews, if a product has mediocre reviews I will pass it by.
jrosenau Premium
This opens my eyes to the use of key words and finding the right time to find the right customer. I do car sales and I see the online method is close to the same as knowing when the customer is in the buying stage. Thank you for this information!