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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Tdhdiva7 Premium
This is right on the money...The way you emphasized on this topic of understanding the customer purchase cycle brought light for a person running an online business. Their focus should be understanding the customer and what their needs are, but also having knowledge of the product in order to build their clientele and in return make profit; very well stated.
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Kyle Premium Plus
Well we are all in the business of helping people. When you can come to realize this (the sooner the better), you are going to be that much more efficient at creating quality content...and being able to seamless promote to your audience.

If you can help people in ANY niche you can create a successful business within any niche. ;)
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Oscar37 Premium
hello my name is Oscar
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Tdhdiva7 Premium
HI Oscar
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amcg Premium
I am confused about one question when following metrics to prove that you know exactly who your customer is.

questions 4) Can you come up with your own pros and cons for each customer situation? Product Service.


Can anyone clarify this better for me? I believe this is from lesson 4 of the Customer Purchasing Lifecycle.

Thanks!
Anna
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cramervod Premium
You need to figure out why people buy what they buy so that way you can determine their motivations.

For making more money what the person really wants to do is something specific with that new income. That is what would motivate a person to learn how to make more money.

When you figure out what your target audience wants to do with more money, you figure out the exact type of situations to create stories about.

That is what shows people that they can gain more life experiences if they would make a change with their situation.
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amcg Premium
@cramervod! Thank you for clarifying!!
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nathaniell Premium Plus
Just reading this now, and it was a bit of confusing phrasing! He's talking about how well you know your niche. The question basically means can you think like your customers?

ie. Can you put yourself in your customer's shoes and imagine what are the things your customer is thinking when they get ready to purchase something. They may be concerned about certain things, or excited about certain things.

As you get to know your niche better, you'll understand more about what the customer (the person reading your website) is thinking at different phrases of the purchase cycle.

Hope that helps Anna!
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KevinWalton Premium
OK I’m a one off here as I’m struggling to understand how customer comprehension works in practice? How do I determine:

1.Who my customer is?
2.What they often purchase?
3.Why they purchase online?

This makes no sense at all to me. I get that I need customers to sell to and create profit through trust but how do I understand them. What’s to understand?

Again, promoting what you think people want .... I don’t get it! We have a website with good keyword rich content about your chosen niche which customers have visited. Don’t make assumptions on your customers .... about what?

Customers visit your site because you have targeted them through good research and keyword rich content. I’m really struggling to break this down into practice terms so any help greatly appreciated please.

Thanks.

Kevin
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JKulk1 Premium
Hi Kevin. Your customer will be the person interested in your niche. For example my niche is beginner gardeners so my customer will be those people just starting to get into gardening and looking for ideas.By writing articles about that subject, for example, how to build a garden bed, DIY lawns, different gardening aspects etc. I get my customers trust. They see that my site is not only about making money but actually wants to inform me.
I then complete one review page on gardening products to every three to four information pages.
People will type questions into Google (hence keywords come into play) asking about certain situations. I know, because I have always done this myself. They might ask "How do I start a cottage garden" and BAM!! my blog on cottage gardens comes up high in the rankings for them to see (well not always). But that's the idea.
To your question, Why would people buy online.? More and more are doing this, I do this, its easier and efficient.
I have had people ask me "Why wouldn't a customer go straight to Amazon?" Well some do, but others don't. If there was no money to be made in this form of affiliate marketing ,why would you suppose Amazon would even bother with an affiliate marketing program? Jim
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KevinWalton Premium
Thanks very much Jim I was definitely overthinking this as what you say makes perfect sense which I understand very well. Thanks again.

Kev
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PKraenzel Premium
thanks that was a good tip and something new again to learn
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Sandy2019 Premium
So interesting - as I go through these sessions - I smile at myself thinking about my on-line experiences..... and yes I guess I've been a product-centric, committed, loyal, online joy, for many providers over many years now..... and here I am about to share the other side - One more of life's lessons - work to understand the full circle - and the responsibilities of this other side !
Sandy
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JRandZen Premium
Excellent training. As I was reading, I cannot help but relate it to my experience. Unconsciously, I went through the stages of the Customer Purchase Lifecycle from the time I searched the net for online business ideas, finding WA, researching, taking the plunge into the free membership and eventually deciding to go Premium.
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