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.
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 online merchant, you need to create this desire for your prospects in a way can relate to it. This will get them interested in getting more information about your offer and building a long-term relationship with you.
Step 2: Researching.
A prospect is now looking to see what products are out there to fulfill their need and who’s offering them.
They are looking for product features, pricing, and other options so they can match it to their 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 Evaluating.
Once a prospect gathers enough information, they then begin to narrow down their choices by weeding out the options that won’t work the best for them. They will examine the features and the businesses to make sure they know what they are buying and who they are getting it from.
Offer an incentive for buying the product with you. Assure them that your company will provide them with great support if they even need anything. Any skepticism or lack of trust at this point can turn your visitor away.
Step 4: Reaching Out.
This is one of the latest steps in the online buying process. It has become easier for people to interact with each other as your prospects are surfing the web and they 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.
Tests have determined that as much 78% of people who read online product reviews believe them over your own sales material or web site. This will either enhance 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 buyer is almost there but still needs to feel safe about the security of the purchase. Post logos on your purchase page that give you credibility and let the buyer know that his or her transaction is secure on your website.
Step 6: Purchase - The Order is Finished Now Deliver the Goods
After evaluating all other options, they have now decided to choose your company to do their business with. They are no longer a prospect; they are your own personal customer now - 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 benefits 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 reassure them that you are there to help should any questions or concerns arise.
Be sure to evaluate each step thoroughly so your visitor’s buying process is very easy for them. Make it a pleasure and they will return time after time!
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