There are three very important stages in the Customer Purchase Lifecyle that you need to be aware of. These are typically the controlling factors deciding how close a prospective customer is to becoming a paying customer (your ultimate goal). The better your understand these phases, the better you will understand how to approach the customer at those particular stages.

(1) Research Phase

People love to learn before they buy, they're hungry for information on a particular topic, however they may not have product awareness yet. Although some purchasing decisions are more spontaneous than others, people learn about a concept before they consider buying something, and this "learning" is done using many mediums. These could include television, Facebook, Twitter, a Google search, a magazine, personal contact, from a celebrity, or a news website.

People naturally gravitate online to complete their research, as it is the "information highway". You can find information on virtually anything through a simple search in Google, thus why the majority of the research is done on the net and this is where you can locate a good deal of people when they are in their research phase.

The best approach at this stage: During this phase, the best approach is to get people onto a mailing list or get them following you via your social channels (Facebook, Twitter, Google +). From there you can work towards walking them through the remainder of the process, as you are not likely to make an instant sale at this point. If you engage people at this point via your content, you will likely be able to get them to revisit your site at a later date as well.

(2) Decision Phase

Some people have already made up their mind as to what product they are going to buy, and they want it now. For most people though, they will go through a decision phase where they research a number of products/services and decide which one best suits them.

Someone's decision can be easily persuaded by reviews and personalized opinions of others. This is where a great Internet marketer can intercept an individual, showcase certain products that are relevant and of high quality, and deliver a convincing review to encourage a decision.

People at this point are typically looking for product reviews or further product insight via their favorite online channels, whether this is reading blogs, doing research in Google, asking people on Facebook, or sending out a tweet.

The best approach at this stage: This is a very good phase to pick up potential "customers" . At this point, it is best to review products or services that the person is looking for. Sometimes people are looking for negative reviews and you can also leverage these as there are many "debunk" products out there, in almost any market. Typical keywords within this phase revolve around review, scam, comparison, information, and versus (comparing one product to another). People are very likely to buy at this stage if they feel comfortable with your review and you can build immediate trust.

(3) Purchasing/Action Phase.

The final phase is the one that is profitable to us as Internet marketers. No commissions will be paid unless there is an action that takes place! Whether this is a click, a lead, or a sale, a visitor needs to become a customer to fulfill the lifecycle.

During the purchasing phase, it is very difficult to detour someone from their purchasing decision. They have done their research, made the decision, and now are fully prepared to buy. In an ideal world, you would be able to target all the people within this phase, but often times the research and searching is complete at this point. An example of a search term that would target people within this phase would be "purchase product_name, order product_name, buy product_name, best price on product_name".

The best approach at this stage: The ultimate goal is to get someone to this point, whether you are able to do so through manually walking them through the process, or you catch people in the decision phase and help them buy. If you are targeting the keywords as mentioned about (the buy type keywords), you simple want to point people in the direction of the product they are looking to buy (through your affiliate link of course) and you are sure to convert very high. This is the ultimate phase to catch someone in, but it is the most difficult to hunt these "ready to buy" crowd down.



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gelcita Premium
Thanks, Kyle for this very informative and well to guide those who are in this business as well as those newbies like me. This will serve as a guide to us on how to engage a prospective customer and let them trust us and finally will become our buying customer.
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Kyle Premium Plus
For sure, understanding your audience, your buyers, and the emotions that trigger someone to actually buy are critical within any industry.
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NolanB Premium
Kyle, so basically what you are saying is that we should incorporate the key word phrases and the product name were promoting all in our content.So if i came up with let's say 30 good key words and phrases would it be good if i could put them all in my content and have my content in some kind of review form that way google can pick out the keyword phrases and move me up the rankings and my perspective customer can find my site easier.
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DianeScorpio Premium
Hi - you should use just one keyword for each post you write. You include it in the title, once in the first paragraph, then maybe once or twice throughout the post if it looks natural. If you add it more than that, then Google sees it as keyword stuffing, and will actually place you lower in its rankings.
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NolanB Premium
Thanks for the reply, OK I've done my key word research and I've
come up with about 22 good keywords that are in good range on the keyword research tool so basically I should use just one keyword at a time and write content on each one of those keywords and once I've exhausted those keywords, mine some more and repeat the process?
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DianeScorpio Premium
Exactly!
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sfullwood71 Premium Plus
Correct!
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NolanB Premium
Thank you for the feedback
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NolanB Premium
Thank you for the feed back
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ExpatMark Premium
People who have never been in sales and are new to WA need to read this until they can recite it. Great information and those of us who have been is sales should really pounce on the fourth part of the Life Cycle because long-term clients are gonna bring you gold. That gold is referrals!
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CassiOfTroy Premium Plus
I agree with you, Mark.
Excellent! information.

Cassi
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RCM365 Premium
Yeah, this really is an excellent read, I have made several notes on the whiteboard above my desk.

Please forgive what is likely a silly question that will be answered in the next lesson - but it seems to be implied here that I should already have affiliate links at this point. Right? Because what's the point of having a bunch of traffic from people at the purchase phase if I have nothing to sell them?

I do have a small, not likely to be super lucrative, affiliate link - and I'm glad to have it. But I guess I have the chicken or the egg question - do I write content for traffic before getting affiliate program agreement; or do I try to get affiliate program agreement and then market my content to that? I'm pretty sure it's the former since many programs probably aren't that interested in forming a partnership until they know your site has worthy content.

Sorry folks - at this point I'm not even sure what I'm asking anymore. 🤔 I'm going on to the next lesson and I'm sure I will get closer to my answer - I usually do!

Thanks
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Labman Premium Plus
Traffic first. Write some content without links and start to build an audience. Links will be addressed at the right time.
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RCM365 Premium
Thanks Labman, that makes sense.
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1Rudy1 Premium
Yes, I agree, well stated with some great tips on what to do when considering your customers.
In web design classes, when creating the website there were two reference points, UX and UI. To stay on point, UX refers to the user and how they relate to the company, it's services and products offered.
I find by looking at my website as a consumer/customer, I am able to smooth out areas that may not be clearly stated or illustrated. That helps me to stay on point when creating new pages or adding new products.
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