It’s no secret that consumers are taking longer to make purchasing decisions than they used to. According to a recent study conducted by Google, consumers spend nine days on average before buying a product or service.
Consumers spend 9 days on average before buying a product or service.
Here’s the thing: We’re not just talking about the internet here. This trend is also affecting brick-and-mortar retail, where customers are spending more time browsing and looking at product options, researching prices and reading reviews.
So what does this mean for you? In this article, we’re giving you what you want and more— the best ways to increase conversion rates and improve your sales.
Attracting Customers: Why are Customers Taking Longer to Buy?
Customers are taking longer to buy because of a growing number of options.
Consumers have more options than ever, so they can shop for products and services in ways that weren’t possible before. They can comparison shop online, read reviews, ask questions on forums and social media, and get recommendations from friends on what to buy.
Here are some factors that contribute to the fact that customers are now taking longer than ever before to make a purchase decision.
Lack of Trust in the Brand
The world of e-commerce has changed a lot over the last decade, but one thing that hasn’t is the need for people to feel like they can trust the brand they’re buying from.
It’s not just about whether or not the product will be there when you open your mailbox; it’s also about whether you will have any trouble returning it if it isn’t what you expected.
That’s where trust comes in: if your customer feels like they can trust you and your business practices, then they’ll feel more comfortable buying from you.
Proximity Prompts Impulse Purchases
What if you could buy something before you even knew you wanted it? What if, while you were in the middle of doing something else, your favorite brand suddenly popped up and offered to sell you something?
That’s what’s happening right now.
Customers are taking longer to make purchases because they’re bombarded with offers and promotions that come at them from all sides—in person, online, on social media, and even on their phones while trying to watch TV.
The biggest difference between these promotions and traditional advertising is that they happen when customers are actually in the moment—they’re not just seeing an ad for a product somewhere in their lives; they’re interacting with it.
This proximity prompts impulse purchases that add up quickly for brands who are willing to put out the effort.
That simply means that if you aren’t present in these moments, you’re missing out on a significant chunk of sales. This is why brands should ensure they have an effective mobile presence—and the right tools to reach shoppers when they are ready to buy.
How to Get People to Buy Your Product
You’ve got a great product and are ready to sell it. But how do you get people to buy it? It’s not enough to just have a product that does what it’s supposed to—you need people to know about it and want it.
How to Attract Customer Sales?
“The bottom line is to have a product designed to attract new customers rather than be profitable. One way to ensure you have a product that sells well is by asking, “what are people buying?”
The first step to encouraging a speedier conversion and knowing how to get sales is knowing what your customer wants. There’s more to business than just putting a great product idea out there.
Instead, you need a product designed to attract new customers. This could mean anything from establishing a buying-or-selling business wherein you buy already existing products, or creating a new invention that solves a problem.
Focus on Offering Value
If something is free, you are the product.
The internet is a big place. There are lots of websites out there, and many of them are competing for your attention.
If you want to get people to visit your site, you need to offer something that makes it worth their while. That something can be information about a topic they’re interested in or a fun way to spend their time—or it could be a product that helps them solve a problem or reach a goal.
The key is finding out what your potential customer wants, then giving it to them in the most compelling way possible.
For example, Google offers search results for free. Why? Because they want to be the first place people go when they need information about a particular topic. They offer value by providing information that helps users find what they’re looking for quickly and easily.
Likewise, Zoom provides its services for free. But just enough to create a demand for more—which users can access with a paid membership.
If you provide value, people will buy!
Form a Deep Connection With Your Audience
People buy products that they feel connected with. The more connected they feel, the more likely they are to buy.
That’s why you need to form a deep connection with your audience. You can create content that speaks to them directly and makes it easy for them to interact with you on social media.
When you create content that speaks directly to your customers, you’re making it easier for them to understand what your product does, why they should buy it, and how it will help them solve their problems.
This content also helps you build trust with your audience—they’ll know they can rely on what you say!
And when you make yourself available on social media, people will start following along with what’s going on in your life (and business).
Then when they’re ready to purchase something from you, they’ll already be familiar with who you are as a person—and, therefore, more likely to trust what comes out of your mouth about your product.
Create a Sense of Urgency
Urgency is one of the most important things you can create when trying to get people to buy your product. A sense of urgency makes people more likely to act now instead of later.
This can be done in a few ways: By clarifying how limited your supply is, how much time you have left before the offer expires, or how much stock you have left.
Let’s say you were selling tickets for an event. You could tell people that there are only 25 tickets left and that if they want one, they should buy it now! This creates the sense that if someone doesn’t buy right away, they won’t get any tickets! If you don’t act now, this may be your last chance!
How to Get More Customers: Who are the People Primed to Make a Purchase?
If you’re wondering how to get more customers, you first need to figure out your ideal customer.
The truth is the people primed to make a purchase aren’t necessarily the ones who will be most profitable for your business.
You want to focus on the customers with both the financial means and the motivation to purchase something from you.
This can be tricky if you’re selling products or services related to health or wellness. After all, many people have no interest in buying health-related items but have plenty of money in their bank accounts.
Not to mention, plenty of others would love to purchase those items but don’t have enough money at their disposal.
Identifying Your Customer Persona
So how do you determine which group your ideal customer falls into?
It begins with knowing what types of products or services they’d be interested in purchasing. You may need some help from your friends and family members here—they might know some things about these people that will help point you in the right direction.
Next comes figuring out whether these potential buyers actually have enough money for what it is that you’re selling—and for how much longer until they run out!
This is where creating a buyer persona comes in handy. A buyer persona is a fictional character that represents your ideal customer.
Generally, people primed to buy will ask very different questions from those who aren’t. If you can understand the exact questions your potential buyers have, you’ll be able to provide them with information that helps them make better purchasing decisions.
For instance, buyers who are primed to buy make more decisive statements and ask very specific questions, such as:
- How can I make a purchase?
- Today, I plan to…
- I need help accomplishing what I want to do
Whereas, people who aren’t ready to buy are likely to ask questions like:
- Why do I need this product?
- What value can you provide?
- How can you help me improve my life?
How to Create a Product to Sell
Creating a product to sell, the first thing you need to do is figure out what makes your idea unique. You can’t just create an existing product and then try to sell it. The only way people will buy from you is if they feel like they’re getting something special and unique in return.
After that, you need to think about how exactly you will make this product.
- Are you going to use 3D printing or traditional manufacturing?
- Do you have a team of people to help you with this process?
- Are there any other resources or services that will be necessary to produce your item?
Once those questions are answered, it’s time for marketing.
- What will be your target audience?
- How can you get their attention?
- How much money do they have available to spend on this kind of thing?
- What kind of language do they use when talking about their interests?
The last step is making sure everything goes smoothly once production begins. Don’t forget about quality control! If there’s one thing we’ve learned from our mistakes, it’s that quality control matters more than anything else when producing products for sale online.
If your product is made with quality materials and built to last, you’ll be able to charge more for it than if you’re selling something that’s cheaply made. At the same time, don’t overcharge people—if they feel like they’re paying too much for what they’re getting, they’ll go elsewhere.
Frequently Asked Questions
It’s no secret that navigating business can be a complicated process. There are a lot of moving parts, and it’s easy to get confused.
That’s why we’ve compiled a list of frequently asked questions to help you answer some common questions about starting your business online.
How do you get customers to buy more?
One of the most effective ways to get customers to buy more is by giving them a reason.
You can make your product or service stand out from the competition and offer something no one else does. If you have an exclusive feature, highlight it in your marketing campaigns, so your customers know what they can expect from you.
For example, Squarespace does a very good job of making it clear to its audience that its platform makes it easy for them to build an attractive website.
What stops customers from buying?
The truth is many factors can influence a customer’s decision to buy or not buy. For example, if your product is priced too high, you’ll lose customers who might otherwise be interested in purchasing it. And if your product doesn’t have the features they want, then no sale.
But perhaps the most important factor is trust—the belief that a company will deliver what it promises. Studies have shown that when a customer feels trusted by a company and its employees, they’re more likely to purchase products from that company again.
The Bottom Line
It’s time to take your business to the next level.
If you’re looking for ways to improve your customer experience and increase sales, it’s time to start thinking about the customer journey.
In this article, we’ve talked about how customers are taking longer to buy than they used to, and we’ve offered some tips on how to use this information to improve your business.
We hope you found this article useful, and don’t forget: if you have any questions or comments, feel free to reach out!