Online Marketing - Seven Vital Steps in the Buying Process

When you understand your visitors, the problems they have, and how they want to solve them, you are on your way to having a successful marketing plan for an online business. But even more important is understanding the steps your prospects go through before they actually buy from you. After all, it's the money from the sales that we are all seeking.

The method I am going to be discussing covers everything from the intial phases of your visitor's thoughts all the way through to the final checkout. It confirms 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 acknowledging a specific need or want that your prospect has. Whether they have a problem and need a solution or it's just some frivoulous desire, your customer will need to see a personal benefit before they are interested in your offer. They will most concerned it what's in it for them.

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.

It would be best at this time to talk about what your product does and ask your prospects questions so you can direct them towards the right product for their problem.

Step 3: Refining and Reflecting.

Once a prospect completes their research, 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 buying it from.

Offering a bonus or incentive for buying the product from you. You can assure them that your company will provide them with great service if they even need any help. Any skepticism 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're going online and asking others about their experience with a certain product, service or business before they ever make any purchase. The better the word your product or company has out there, the more at ease your future customer will feel.

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.

The prospect has narrowed their choice down to a specific product or service and decides what they are going to buy and who they are going to buy from. This doesn't mean the deal is sealed 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 - The Order is Complete Now Give Me My Stuff

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 appreciation for their business, the next page should be a "Thank You" page. Also, send them an email confirmation of 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?

Time for every company's worst enemy, buyer's remorse. It's when all the questions and doubt really hit your customer. But all they really need is assurance that they actually can get their money back if needed.

This is the time to show your customer that you really believe in your product by reviewing the benefits and offering a money-back guarantee. You need to reassure them of your comittment. 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.

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!