Understanding your visitors, their problems, and how they want to solve them is extremely important in having a successful marketing plan for an online business. But what's more important is understanding the steps your prospective customers take before they actually make a purchase from you. After all, it's the money from the sales that we're all after.
This plan I'm going to reveal to you covers everything from the very first stages of your visitor's thoughts all the way through checkout making sure you know how to create a seamless buying process for your future customers.
Step 1: Recognizing what your prospects want or need
The buying process always starts with the realization of a specific need or want of your prospects. Whether they have a problem and need a solution or it's just some want, your customer will need to see a personal benefit before they are interested in your offer.
With all the many choices and other sites they have online today, they are in total control of what they want to buy and who they are going to buy it from.
As an internet marketer, you need to create this need for your visitors so they can identify with it. That will get them interested in learning more about your offer and building a long-term relationship with you.
Step 2: Researching.
A potential customer is now searching to see what products are out there to fulfill their need and who's offering them.
They are looking for product benefits, prices, and other options that best suit their individual needs.
This would be an opportune time to discuss what your product or service does and answer your prospects questions so you can direct them towards the right product for their particular situation.
Step 3: Refining and Reflecting.
Once a prospect completes their research, they start to narrow down their choices by eliminatin out the options that won't work the best for them. They will consider the benefits and the merchants to make sure they know what they are buying and who they are buying it from.
It might be a good idea to offer a bonus or incentive for buying the product from you. You can assure the customer that your company will provide them with great support if they even need any help. Any doubts or lack of trust at this point can often turn your visitor away and they might go elsewhere.
Step 4: Reaching Out and Communicate
This is one of the newer of the steps in the buying process. As easy as it is for people to interact with each other, your prospects are surfing the web and want to take full advantage of this new option.
They are going online and asking the opinions of others regarding their experience with a certain product, service or business before they ever make any purchase. The better reputation your product or company has out there, the more at ease your future customer will be.
It has been determined that as much 80% of people who read online product reviews believe them over your own sales material. This will either secure your sale or eliminate it so make sure your company has a good reputation online.
Step 5: Resolution.
Your prospect has narrowed down their choice to a specific product or service. They decide what they are going to buy and who they are going to buy from. This doesn't mean the deal is finalized though.
The customer has almost reached their final decision but still needs to feel confident about the security of their purchase. Place logos on your purchase page that give you credibility and let the buyer know that his or her transaction is secure on your website. This can often increase sales and help retain customers longer.
Step 6: Purchase- Order is Complete Now Give It to Me
After evaluating all their options, your prospect has now decided to choose your company for their needs. They are no longer a prospect; they are your own personal customer now which is every entrepreneur's favorite person.
To show your gratitude for their business, the next page should be a "Thank You" page. Also, send them an personal email confirmation for their order, thank them again, and remind them of all the awesome benefits they're about to receive.
Step 7: Reconsider - Did I Really Make the Right Decision?
This is the time for every company's worse enemy which is buyer's remorse. It's when all the questions and doubts begin to hit your customer. But all they really need is a little reassurance that they actually can get their money back if needed and that you will be there for good customer support.
This is when you show your customer that you really believe in your product by reviewing the features and offering a money-back guarantee. They see it as a positive; if you're willing to risk the sale, then the product must be worth it. You can also let them know you are there to help should any questions or concerns arise.
Make sure to cover each step thoroughly so your visitor's buying process is extremely easy for them. Make it enjoyable and they will come back!
This plan I'm going to reveal to you covers everything from the very first stages of your visitor's thoughts all the way through checkout making sure you know how to create a seamless buying process for your future customers.
Step 1: Recognizing what your prospects want or need
The buying process always starts with the realization of a specific need or want of your prospects. Whether they have a problem and need a solution or it's just some want, your customer will need to see a personal benefit before they are interested in your offer.
With all the many choices and other sites they have online today, they are in total control of what they want to buy and who they are going to buy it from.
As an internet marketer, you need to create this need for your visitors so they can identify with it. That will get them interested in learning more about your offer and building a long-term relationship with you.
Step 2: Researching.
A potential customer is now searching to see what products are out there to fulfill their need and who's offering them.
They are looking for product benefits, prices, and other options that best suit their individual needs.
This would be an opportune time to discuss what your product or service does and answer your prospects questions so you can direct them towards the right product for their particular situation.
Step 3: Refining and Reflecting.
Once a prospect completes their research, they start to narrow down their choices by eliminatin out the options that won't work the best for them. They will consider the benefits and the merchants to make sure they know what they are buying and who they are buying it from.
It might be a good idea to offer a bonus or incentive for buying the product from you. You can assure the customer that your company will provide them with great support if they even need any help. Any doubts or lack of trust at this point can often turn your visitor away and they might go elsewhere.
Step 4: Reaching Out and Communicate
This is one of the newer of the steps in the buying process. As easy as it is for people to interact with each other, your prospects are surfing the web and want to take full advantage of this new option.
They are going online and asking the opinions of others regarding their experience with a certain product, service or business before they ever make any purchase. The better reputation your product or company has out there, the more at ease your future customer will be.
It has been determined that as much 80% of people who read online product reviews believe them over your own sales material. This will either secure your sale or eliminate it so make sure your company has a good reputation online.
Step 5: Resolution.
Your prospect has narrowed down their choice to a specific product or service. They decide what they are going to buy and who they are going to buy from. This doesn't mean the deal is finalized though.
The customer has almost reached their final decision but still needs to feel confident about the security of their purchase. Place logos on your purchase page that give you credibility and let the buyer know that his or her transaction is secure on your website. This can often increase sales and help retain customers longer.
Step 6: Purchase- Order is Complete Now Give It to Me
After evaluating all their options, your prospect has now decided to choose your company for their needs. They are no longer a prospect; they are your own personal customer now which is every entrepreneur's favorite person.
To show your gratitude for their business, the next page should be a "Thank You" page. Also, send them an personal email confirmation for their order, thank them again, and remind them of all the awesome benefits they're about to receive.
Step 7: Reconsider - Did I Really Make the Right Decision?
This is the time for every company's worse enemy which is buyer's remorse. It's when all the questions and doubts begin to hit your customer. But all they really need is a little reassurance that they actually can get their money back if needed and that you will be there for good customer support.
This is when you show your customer that you really believe in your product by reviewing the features and offering a money-back guarantee. They see it as a positive; if you're willing to risk the sale, then the product must be worth it. You can also let them know you are there to help should any questions or concerns arise.
Make sure to cover each step thoroughly so your visitor's buying process is extremely easy for them. Make it enjoyable and they will come back!
About the Author:
Want to learn a ton of KILLER internet marketing tactics used by all the successful entrepreneurs? Take your online business to the next level with Rich Schefren's The Uncertainty Syndrome. Find out your root problems and fix them FOR GOOD!
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