The ability to get inside your buyers mind is a skill you must learn, if you are to understand how and why they think the way they do. This is vitally important, as it increases your chances of connecting with them and for determining which products or services to offer that will solve their needs.
The more information you can gather and analyze (through the use of sites like SimilarWeb, Quantcast, and my personal favorite, Clicky Analytics) to track the competition – and Heat Maps to track the information on your own website – the easier it will be to create products that are guaranteed to sell.
If you’ve been making the unfortunate mistake of creating products based on what you think your audience wants (as I used to) – then you’ve obviously learned that this doesn’t work. It’s all about finding a need your audience already has, and then determining how best to fill that need.
That’s why you should never begin creating products until you get inside your buyers mind and know their needs, wants, fears and desires. You can get to know them in various ways, including:
- Exploring the market
- Finding out their likes and dislikes about current products
- Evaluating the competition
- Researching demand, and
- Creating a USP that makes your products stand-out
Tips and Tools to Get Inside Your Buyers Mind
Obviously, there comes a time when you must think about launching a product and seeing where it takes you. For this you’ll need a dedicated website and a sales page that is designed to bring in as many buyers as possible.
This is where a service like Clicky Analytic’s heatmap (see screenshot below) comes in extremely handy. Let’s imagine for a moment that you’re writing your sales page and putting it up for people to discover.
Once you start getting traffic to your site, you can simply look in the Clicky admin section (see screenshot below) of your website or blog to see which phrases are bringing people to the site and how long they are staying there before they leave – or go through to buy your product, as the case may be.
But the Heat Map will show you how your links are performing, what pages are more popular than others, as well as what areas of your website could use improvement in order to boost conversion rates.
Heat Maps won’t only show you which links, graphics, and pages are receiving more exposure (clicks or visits), but it can also help you determine how colors, headlines, sub headlines and other sales page elements are affecting sales.
For example, let’s say you’ve used two different colors (e.g., Blue/Green) for two different buy now buttons. One color may be outperforming the other one, but unless you know which one is doing this you won’t be able to capitalize on it and change the color of the other buttons as well. A Heat Map will highlight which button is outperforming the other, making it easy for you to change!
Never underestimate the power of testing and tracking when it comes to launching any new product. It can be the difference between a successful product and an absolute loss.
A/B Split Testing
It’s worth mentioning the process of A/B testing here. You may also have heard this referred to as split testing. We made a brief mention of this above when we talked about having two different colored buy now buttons.
The idea is you change just one element on two landing pages, whether it is a headline, bullet point, color scheme, layout or perhaps even just a button or link placement. NEVER change more then one element at a time, or you will never know which element change caused the effect – good or bad.
For example, you might have a newsletter you want to send out to your 2,000 strong email list. So you send 1,000 people the standard newsletter with one subject line, while the other 1,000 people get exactly the same newsletter with a different subject line.
Apart from the subject lines everything else is exactly the same. By running an A/B split test campaign you can see which subject line drew the most attention, which one garnered a higher number of open-rates, and which one ultimately out-performed the other.
The same test can be conducted to evaluate two different headlines, sub-headlines, greetings and even website designs. Test your ideas. Test your audience. Find out what makes them tick – and then test whether they react more strongly to one element in your sales funnel than another (More on sales funnels in a second).
The great thing is, some of this knowledge you’ll learn as you go along can be applied to more than one product launch. As you get to know your target audience you’ll start to understand them better.
You’ll instinctively know whether one product is likely to out-sell another. You’ll have far more hits than misses, and ultimately, sell more than you ever have before.
Get Inside Your Buyers Mind Using ClickFunnels
ClickFunnels will forever change the way that you build your sales funnels while helping you to instantly maximize your income online. With ClickFunnels, you are able to create powerful campaigns while accelerating your path to success – all at once.
It’s the perfect tool for both new and seasoned marketer’s who are serious about simplifying their marketing campaigns, while thoroughly testing every part of their sales system for maximum results. Here’s just a few of the many things you can do using ClickFunnels:
- Squeeze Page Funnels
- Automated Webinar Funnels
- Product Launch Funnels
- Sales Funnels (integrates w/ your favorite shopping carts)
- Membership sites, and
- Much, much more!
Don’t take my word for it, see it in action by watching this ClickFunnels Demo
ClickFunnels makes it easy to get inside your customers head by determining what works and what does not. Thus, streamlining your campaigns to meet their specific need with a specific product that will solve that need.
ClickFunnels allows you to test and improve everything from your sales pages, squeeze pages, landing pages to creative media including banners, buttons, designs, ad copy and even your email subject lines.
Never run a weak performing marketing campaign again. With ClickFunnels, there’s no guesswork since you can easily see what’s working and what is not.
Nothing is more important than to know your buyers needs: what are their interests and their reasons for buying. When you posses the ability to get inside your buyers mind, then you’ll know how to create and deliver products that will outsell and outperform the competition.
In fact, the more you know about your buyer, the greater position you are in to become a leading authority in your niche. You’ll also be someone that people recognize as the “go to” source for quality products that they can buy with confidence again and again.
Knowing your market is also important when building your Unique Selling Proposition, or USP. Nothing will speak to your audience more clearly than when you truly understand what is most important to them. Your products will have a solid angle, a distinct voice, and will stand out in your market…no matter how crowded!
You’ll become a primary player in your industry – a force to be reckoned with, and you’ll become an authority figure. Know your audience and you’ll build a strong, polished brand that will stand the test of time.
It’s a real win-win situation – you get what you’re looking for, the customers get what they’re looking for, and both parties are likely to want to maintain an ongoing business relationship for many years to come.
This wraps-up our 3-Part series on Why People Buy and How to Get Them to Buy Your Products. If you’ve learned anything at all from this series, then I hope it is this: Performing in-depth research on your target market; discovering exactly who they are, what they want, what their needs and their fears are, is critically important to your success.
Research is so important, in fact, that if you are unable or unwilling to do the research yourself, then it would be a very wise decision on your part to hire someone to perform research for you. Until you are either willing to learn how to perform in-depth research or hire someone to perform it for you, your chances of being able to get inside your buyers mind are slim to none.
“If you know your enemy [customers] and know yourself, you need not fear the result of a hundred battles [marketing campaigns]” – Sun Tzu, The Art of War.
What methods do you use to get inside your buyers mind?
Until next time…