Rich Schefren's 7 Critical Steps of the Buying Process

Understanding your visitors, their problems, and how they want to solve them is extremely important in having a successful marketing plan for an online business. But what's more important is understanding the steps your prospective customers take before they actually make a purchase from you. After all, it's the money from the sales that we're all after.

This plan I'm going to reveal to you covers everything from the very first stages of your visitor's thoughts all the way through checkout making sure you know how to create a seamless buying process for your future customers.

Step 1: Recognizing what your prospects want.

The buying process always starts with the discovery of a need or want for something. Whether they have a problem and need a solution or it's just a want, your customer will have to see a personal benefit in order for them to even consider being interested.

With all the competition and choices they have online today, they are in total control of what they want to buy and who they want to buy it from.

As an online marketer, you need to create this desire for your prospects so they 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 the Product or Service

A prospect is now looking to see what products are out there to fulfill their need and who's offering them.

This is when they're looking for product features, pricing, and other options so they can match it to their need.

Step 3: Refining and Evaluation

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.

Offer an incentive for buying the product with you. Assure them that your company will provide them with great support if they even need anything. Any skepticism or lack of trust at this point can turn your visitor away.

Step 4: Reaching Out.

This is one of the latest steps in the online buying process. It has become easier for people to interact with each other as your prospects are surfing the web and they 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.

Tests have determined that as much 78% of people who read online product reviews believe them over your own sales material or web site. This will either enhance your sale or eliminate it so make sure your company has a good reputation online.

Step 5: Resolution.

Your prospect has narrowed down their choice to a specific product or service. They decide what they are going to buy and who they are going to buy from. This doesn't mean the deal is finalized 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 researching all their options, your prospect has now decided to choose your company for their business. They are no longer a prospect; they are your own personal customer now which is every entrepreneur's favorite person

To show your gratitude for their business, the next page should be a "Thank You" page. Also, send them an personal email confirmation for 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?

The next phase can be critical because it is here that buyer's remorse sets in. It's when all your customer's questions and concerns begin to surface. But all they really need is a little reassurance that they actually can get their money back if needed and that you will be there for good customer support.

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 commitment. 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.

Be sure to review each step thoroughly so your visitor's buying process is very easy for them. Make it enjoyable and they will return again and again!

Please visit http://www.uncertaintysyndrome.info and download the latest FREE report from Rich Schefren called "The Uncertainty Syndrome" and skyrocket your online profits.