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 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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Natalia777 Premium
Very informative, this training gave me a much better understanding of the process.

I have a question though, for new brand websites, is that ok to use keywords that are for the second (Decision) and third (Purchase) phase ?

Or firstly, there should be written some posts targeting people in the first page (Research) in order to offer information and gain trust (does it have to take a couple of months?), and only after that, write posts targeting people that are in the second and third phase ?
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JohnCrossley Premium
You want to include posts that target all stages. If you only included the early stages, they may like what you have said and decide to buy it, but they will buy it elsewhere.

The other factor to consider is most of our website visitors will only be on your website once. So that is why you need to target them all.
They may read your (research post), and follow your link through to your review (purchase stage) and buy it then and there.

A good mixture of posts is best. hope that makes sense?

John
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littlemama Premium Plus
Hi Natalia,

I'll PM you my keyword advice :)

Grace
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Nelcea1 Premium
Just to see if I am on the right tract.
This was my actual purchase a few days ago.

I saw something I liked and wanted a pair so I ask the person where they got them from. With that information of the website I went there and figure , hey I could get this cheaper on eBay.

So I went there and searched
first prices
then colors
then colors and sizes
and shipping

This is what I do every time right before I purchase scroll down to the reviews on product and the seller.

Once I was satisfied with a seller I purchased.

I think I got it! The customer purchase life cycle!

I wrote it down because I tend to forget sometimes.
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Guayacan Premium
I remember once I was selling led light bulbs, solar panels and similar products. Other employees asked me how do you make so many sales? I have always liked to help others so I explained that When I started at the company I asked myself, What would be the best way to approach people to win there attention and convince them to buy. Suddenly I saw that a person that I wanted to offer my product had an electric bill on top of the table. I decided to tell him I see that you received your electric bill? I can only think how high it must be. This gave me the best approach to make the sale. Sometimes selecting the proper words can help you more than you think.
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ahearst Premium
I wanna tell a short story of our discussion recently with our professor . This is how it goes:

(Prof): " How do you sell the most to customers ? "
( Us, Students) : " What products ? "
( Prof) : " Any products, lets make it hamburgers"
( Student 1): " Make the best hamburgers "
( Student 2 ) : " Yes, Sell them at the best location "
( Student 3 ) : " Sell them below competitors price "
( Student 4 ) : "Offer them something Free like free French fries "

And a lot of other ' good suggestions' or at least what we thought were good. Finally when no more ideas were forthcoming our professor replied .

(Prof ) : "Listen . Me, professor with PHD, you student. All of you missed the most important point in selling. To sell the most hamburgers ,you need to sell them in-front of a lot of hungry customers. Give me a thousand hungry customers I can sell a thousand hamburgers . The best hamburgers, the best location, cheap price and everything else won't matter if they are not hungry. Period. "

Smart Ass
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Nerine Premium
Love it!
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TCH60 Premium
Necessity (hunger) is the mother of invention (the sale) ;)
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Love4flavon Premium
Really liked your share about this story. It shook me a bit. Now I'm so ready for writing another content!

Thankx!

Zihinnelle
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Leecberry1 Premium
Jordan Belfort once asked a group of students to sell him a pen. The first person he asked described the pen at great lengths - the pluses, needs for, and benefits. The second person did pretty much the same thing. Then the third guy asked Jordan “Are you looking to buy a pen?”
That’s how you move forward is knowing your customer and helping to fill their needs. Love this part!
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cathdelapaz Premium
Thanks for sharing! I love it.
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TCH60 Premium
In other words - engage and interact with your customer/client. This takes it beyond just "selling" ;)
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