This document discusses understanding how potential customers buy online in order to effectively market products. It emphasizes that trust is important for online purchases since there is no face-to-face interaction. Building relationships through marketing is key to online selling success. The document then lists criteria to consider regarding why customers would buy a product, what format they prefer, where they typically shop online, whether they are motivated to buy by wanting to achieve goals or remove undesirable situations, and how they like to communicate. Understanding customers' preferences can help create an effective business model.

1. Do you understand how
your market buys?

2. I am going to discuss the various
ways that people buy something
online.
If you don't understand the
reasons why your potential
customers buy then you won't be
able to offer your own products in
a way that will entice them to buy!

3. When people buy things online
they need some level of trust.
It is more important online
because there is no face to face
contact with the person you are
buying from.

4. Therefore trust must play a huge
role in your marketing efforts.
Building and developing
relationships is key to being able
to sell online.

5. However, there are also other
important factors that you need to
take into account when
promoting your products online.

6. Here are some more criteria to look
into:

7. Why?
Why would someone buy your product
– what are they looking for?
Are you providing the answer?
If you are providing the solution to
something then you should have a
good idea of the ideal person who
would be looking for that solution – the
kinds of issues they are facing.

8. What Format?
What format does your ideal customers
prefer to buy? Written? Video?
The format that you choose for your
product will be largely dependant on
the type of information you are
providing.
For example, if you need to
demonstrate something then you will
probably create a video to show that.

9. However, if your ideal customers rarely
buy written products and like to learn
on the go then you would be better to
create your products in audio format.

10. Where?
Where do they buy?
What kinds of sites do they
regularly purchase from?
This might give you some idea of
the type of website layout they
like, or the colours that appeal to
them.

11. Towards Or Away?
What compels them to buy?
Do they buy because they want to go
towards a goal or achievement or do
they purchase because they want to
remove or get away from a less
desirable situation?
Knowing this will help you to write your
sales letter for higher conversion rates.

12. What Communication?
How do they like to
communicate?
Do they prefer Facebook?
Are they extrovert, intellectual,
open, reserved?
What will appeal to them most?

13. Knowing these preferences on
how your customers like to buy
and communicate will enable you
create a business model that
reflects those preferences.

14. However, it is also important to
note that you need to create a
business model that you also
prefer.

15. If you found this helpful then you might like to visit
my website:
KayFranklin.com
(Free download available)