The Power of Understanding Your Customer's Mindset

The Importance of Knowing Your Customer's State of Mind

Are your customers in Arizona or New York? Are they motivated or drowning in debt? Are they ready to make a change or start their own internet business? If you're unsure about the mental state of your customers, you might be targeting the wrong demographic.

Internet marketing can be unpredictable. There are days when you might make a plethora of sales, and others when you might not make any. Sometimes, you might send out a newsletter and question whether anyone is genuinely engaging with your content.

However, there will be times when you generate impressive sales and receive positive feedback from subscribers who value your newsletter. These moments can be exhilarating. As the famous quote goes, "I've been rich and I've been poor...and rich is better!"

This is why it's essential to consistently communicate your message to your customers. It's the only way to reach them when they're ready to make a purchase.

The Variables of Making a Sale

When you make a sale, several variables need to align, and these can differ for every customer. For instance, Customer A might respond to your ad, like the product, have been searching for that type of product, have the money for it, and decide to buy it because of its perceived value. Any misstep along this path can deter the sale.

To make a sale, you must have:

• The right market: Targeted customers
• The right ad: An ad that encourages the customer to seek more information
• The right product: A product that fulfills a need the customer has
• The right price: A price the customer is willing to pay
• The right time: A time when the customer has the money and wants the product

If all these factors align, congratulations! You've just made a sale.

However, just because a customer doesn't buy today doesn't mean they'll never buy. It largely depends on what's happening in their life.

Understanding the Customer's Buying Decision

Consider this scenario: Spring is approaching, and people are starting to think about summer clothes and swimsuits. An ad for a fitness system that can reshape your body in as little as 12 weeks appears on TV. You see the before and after, how it changed the person's life, and you're tired of being overweight. You decide to take action now, and they've just made a sale.

But why wouldn't people buy right now? Perhaps they don't need to lose weight, or they're in denial about their weight. Maybe they're not ready to make changes, or they don't have the money. Perhaps they just lost their job, or they don't believe the product will work. Maybe they just realized how much they owe in taxes this year, or they forgot to write down the phone number or URL. Maybe they just received their VISA bill and have decided not to buy anything else.

People buy now because you offer a solution to their immediate problems.

The Power of Being Ready to Sell

Their boss might be a jerk, and they're ready to start their own online business. Their list server might have crashed, and they need to send out their newsletter tomorrow. Or maybe they're ready to create their own info product, need a reliable web host, or are ready to lose weight. You never know when your customers will be ready to buy, but you can always be ready to sell.

Consistently presenting your products and services to your targeted customers will pay off. Test and track your advertising efforts closely so you can give your customers what they want. Find out what they want and deliver it to them.