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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Ocelotl7 Premium
Hey Kyle, and my WA Community!

This is absolute gold. When we don't feel comfortable with our own content, no one else will.

It's not about being a carnival Barker hustling people by badgering them. We must create VALUE for our visitors. That means putting our whole heart and mind on meeting needs; offering opportunities, and even inspiring action in a respectful manner.
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Kyle Premium Plus
Yeah, nobody likes a Carnival Barker these days, they will just leave your website and move onto something else. The value is what will lead to trust, which will in turn lead to your ability to sell without having to sell (ie, making recommendations).
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IasonDragon Premium
This is exactly what I have pointed out on many of the comments left on some of the sites I visited. There is a need not to just shove the sale, but to focus on the reader. What would you trust more as the reader?
Picking a topic you know about so that you can judge yourself on whether you would read you is an important thing to consider. Once you do that its "research, rough, proofread, re-write, proofread edit unneeded or unwelcome feeling information, personalize, and post. If you can't stand to read your own work- or wouldn't trust it- don't post it out there for others, it'll bite you in the backside later!
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Kyle Premium Plus
Well I know what I trust the most. When people are selflessly helping, you feel much more inclined to part ways with your hard earned money.

That is the approach I recommend. Work to get trust from your audience first, and then diversify.
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MartineB Premium
I have many questions:

1. The training mentions (under Purchasing/Action Phase) you can get someone to this point by manually walking them through the process or......

Does manually walking them through mean the "research phase" (which by the way doesn't really mention the potential customer researching but rather you engaging with them via social media etc albeit with content). So, this is confusing. As the decision phase mentions research and providing reviews etc.

2. The Research Phase also mentions engaging and obtaining email information etc and a following via social media channels.

Will we be trained in this aspect? i.e. both obtaining email information (I acknowledge you mention providing bonuses or letting people know they can email you - but I assume there is an element of setup within ones website that is required and ongoing management of this). Further, will information be provided on actually getting a following?

We are told the best approach within each phase but not necessarily how to go about it (at least not thoroughly). I'm assuming we want to catch at phases 2 and 3 i.e. decision or purchase. Are you saying that phase 1 however is necessary i.e. do we definitely need a social media presence? I obviously see the value in obtaining a following and email addresses etc in order to maintain contact and build a long term relationship.

Am I jumping the gun and this information will be forthcoming?

I find myself suddenly becoming a litlte overwhelmed with this now.

Thanks, Martine
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Nedd Premium
The point of this lesson wasn't to go into the nitty gritty of how to approach each phase of the purchase cycle, but to be aware of the purchase cycle. More lessons will go deeper into things like this, all lessons build on the previous ones.
The main thing with this lesson is to know your audience and to be aware where they are on the purchase cycle and how to concentrate your keywords and writing to capture them. For example targeting keywords like "product a review" yet writing about "where to buy product a". Knowing what your goal of the content is and how to tailor the keywords you're working with to achieve the maximum result.
An example of how to reach all 3 parts of the cycle on a topic. Say Ultra Pro Eclipse card sleeves (used for trading card games such as Magic and Pokemon).
1 - A comparison of different card sleeves, this would hit a wider audience.
2 - A thorough review of Ultra Pro Eclipse Card Sleeves, with use at a large tournament or something like that, some sort of real world field test makes it more authoritative.
3 - A best places to buy Ultra Pro Eclipse card sleeves writing.

Just keep following the lessons and things will become easier and easier as things build on each other. Don't skip ahead, just follow the assignments as you are going along and you will be adding to your content more and more and focusing it on seeing a return more and more. The point right now is to start the content so your site gets ranked by Google, then your site will start to get visitors and eventually generate income.
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MartineB Premium
So my next task is to write another blog. It's not mentioned that I should write a review blog for instance, so I'm assuming that I don't need to focus on that per se but just write as I have been using keywords around my topic. Yes?
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MartineB Premium
Thank you for your advice too :)
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Nedd Premium
Exactly, just keep writing as the assignments tell you to. It seems like you're not getting enough information, but that's to build on the basics you learn. Start off easy and then gradually more complex things will be introduced. We haven't begun to monetise our websites at this point either, but you can rest assured that is all coming too.
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MartineB Premium
Ok, thank you
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Nedd Premium
Working in retail this is SO true. I've owned my own game store for a while and the goal isn't to make sales, it's to make customers. My regular customers are who keep coming back and trust me as an expert in the game business. Making new customers can be difficult, but less so if you focus on not making the sale but making the customer.
In an online version of this I imagine it is much the same and focus on providing good and informative content that your readers/customers want.
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Kyle Premium Plus
Well said here, and thanks for the perspective. A "one off" sale isn't what companies are after, or any business is after. It is all about building trust and building mutual respect between you and the customer.

If you go above and beyond and you understand your audiences needs, quirks, and what makes them driven to buy, you can be very successful within any niche. Layer helping people selflessly and you are going to be golden.
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Danidowling Premium
How do i put a video on one of my posts and have it show up as the video and not a link. I uploaded the video online through Youtube so is there a way to do it using google or do i have to click the media button and upload it the same way i do to put pictures within a page?????
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LenkaSophie Premium
You have to click on a "Share" box under the video in youtube, a new tab opens and there you have the link with copy next to it.
If you copy it and paste on your website, it shows the video that is clickable as well.
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Sensei1 Premium
Danidowling you can also go in your back office and click add media. I believe the second tier lesson 7 shows you and asks you to load a video. let me know if you need a step by step. I've been doing video for 10 years now.
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