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!

Join the Discussion
Write something…
Recent messages
1800CC Premium
I firmly believe in customer service. Me and my wife are willing to drive out of our way for a business that provided good/great customer service. The same will apply to an internet business. The best advertisement will always be word of mouth. This system on the internet will reach several thousand more potential customers.
BryanPerry Premium
Awesome article, It's not until you start looking at the way you buy items yourself do you realise what you are doing. It's given me a whole new look at keyword research. Don't get me wrong I know keyword research is important yet with these checks you can really drive for the most optimal keywords.
Kyle Premium Plus
Yeah, it is the easiest way to understand and determine particular shopping habits within the online world. :)
Dellwood Premium
I loved the reverse engineer concept, I would like to reffer to my last online purchase. I live on the east coast and have gone through a couple of hurricanes that left us without power for over a week, not anymore.
I needed a generator, one big enough to run my AC and other home essentials, so i searched it, found what I wanted but it had a dual fuel feature that I did not need, I did comparisons with this and just a gas only feature, the price difference was over $250.00, I found lots of them but not enough power to run AC, so I changed my search words and, bingo, found it and bought it and it does exactly what it said it would.
Some things are just so close you cant always see them.
Safia369 Premium
However, I did not get the point the first time (maybe launch time), but it is a really good lesson in online marketing.

It works guys, I try it myself even my website is relatively new but the buying keywords convert traffic to buyers.

I would like to mention that learning without practice and success is nothing. As you practice you build your personal knowledge.

Thanks, Kyle.
this content is very clear and right, i've worked for a big cars selling company for more than 7 years, one of the things that i've got is if you're going to visit a guest for the first time in your life, even if you come to him with a big discount, never sell in the first time. So in the first time we're going to ask the guest the maximum of questions in fact to understand him and understand his needs from one side and to creat as possible nice relationship with him(trust) and than in the 3rd or 4th time we get chance to meet with him wwe can have a possibility of deal.