The first step you need to understand with buyer behaviour is the AIDA principle, as this is the process buyers use when considering your product or service…

A = Awareness

It’s fair to say that unless prospective buyers know you exist, they are going to struggle to buy from you.  Ask yourself how many strategies you have in place to build awareness with your target customers.  How could you increase the awareness and boost your sales through more people knowing you exist.

I = Interest

People cannot buy unless they are interested in your product and service and are in the market right now to buy.  How can you increase the interest in your product and be sure you are pushing the right buttons?  The main consideration here is to promote the benefits of your products (not the features).  More on this tomorrow.

D = Desire

If you have your prospect’s interest, but they don’t want your product or service, they still won’t buy.  Most people don’t like change, so your customer generally has to feel slightly uncomfortable in order to buy.  Finding out their greatest challenge may help understand their needs, so you can build desire and explain how your product can solve their current problems.

A = Action

The key thing is to ask for the sale (most sales people don’t).  Understand what it would take for the prospect to take action and make the purchase today, in order that you / your product can begin helping them.  Then ask when they’d like to get started.

Good luck – let us know how you get on…