You’ve probably heard that you have to enter the conversation happening in your customer’s head if you’re going to capture his attention long enough to sell him something.
But the question is: How are you going to do that?
There’s a few things you need to know to understand what’s going on with your customer.
You need to know:
- What he’s worried about
- What he already knows
- What he’s tried
- What he’s talking about with others
- What he’s tired of hearing about
- What his temperament is, aka, what he might be willing to listen to you talk about, and
- What will get him to take action
Here are some quick tips for finding out what’s going on with your customer
Tip 1: Google Keyword Search
To find out what he’s worried about, type your topic into Google on Chrome. Look at the search suggestions that Google gives you. This will show you what people are searching for.
Here’s an example, my daughter has seasonal allergies, so I used “hay fever” as my search term. Here’s what I got:
Tip 2: Google Trends
To find out what he already knows, go to Google Trends. In my example, I noticed an uptick in searches for “hay fever” in the Spring. But the search term “allergies” is higher than hay fever, year round. That’s an interesting insight.
So, if you sell an allergy solution, keep that in mind… people will think to search for “allergies,” but maybe not “hay fever.”
Tip 3: Amazon Search
To find out what he’s tried, do a quick Amazon search for your topic. The first page of results will give you a good indication of what’s selling.
When I did a search for “hay fever,” Amazon offered me a combo of natural remedies, over-the-counter meds, and even a play called, “Hay Fever.” This tells me again, that people are probably searching for allergy remedies, rather than hay fever remedies.
Tip 4: Google Discussion Extension on Chrome
To find out what he’s talking about with others, use the Google Discussion extension on Chrome. The extension will modify your search slightly to bring the discussion forums to the top. Here’s what it looks like:
Tip 5: Google Trends… again
To find out what he’s tired of hearing about, go back to Google Trends. Do the same search, but change the time frame to the past 5 years. You’ll quickly see where people got excited about a topic, and when/if they got tired of it.
Check out my example. Every Spring there’s a spike in searches for hay fever and allergies, but allergies remains the stronger search term.
Tip 6: Your Buyer’s Temperament
Finding out what his temperament is will be a little trickier. You’re trying to find someone who is a good customer, but since he’s in the midst of a problem, he’s probably having a bad day. Which means it might be harder to get his attention in the ways that you’re used to.
The best way I know to solve that problem is to learn about the 9 Buyer Types here.
Tip 7: Action Cues
To find out what will get him to take action, you need to know his Action Cue Formula. Knowing this trigger is the fastest way I know to increase sales. To learn more about it, go here.
To discover your business’ unique Action Cue Formula, go to www.9BuyerSystem.com
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