Motivation and the buying cycle

Posted by bill

January 5, 2008

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Most people that buy something whether in stores or on the internet go through a distinct buying cycle. The more you know about the intricacies of your customers buying cycle the sooner and more efficiently that you can make money from them.

Firstly lets go through how a person decides to buy a new car. Now a new car purchase may not be the most obvious or even typical buying process but is has a number of distinct steps from start to purchase.

1. You start by noticing that people around you are buying new cars

2. You start looking in magazines in the store for new cars and car reviews

3. You start looking at car features that are important and the deeper important features of different cars

4. You start test driving cars

5. You decide on a car that you would like to buy.

This is a classic buying cycle and something that you need to be aware of if you want to hit the prospect at the right time. If you write reviews then you can get prospects into your marketing funnel immediately and as you go in depth in your reviews you will have keywords that people will be looking at in part 3 of this cycle.

Finally if you want to get you prospects attention really well you will do comparisons between different products in the same niche. Your prospects at this point will have a lot of knowledge of the products that they are interested in so you will not be able to bullshit at all. The really great part of this last type of marketing is that the comarisons that you are doing should allow you to have the buyere buy directly from you no matter which of two or three choices they have.

This process is of course different in different markets but if you are looking closely at forums and following blog posts about the products in your niche you should be able to look through the buying process and have a good idea of where to insert yourself so that your buyers will find you near the end of the cycle instead of too early when you can lose their attention easier.

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