Buying strategies and how to tap into them

One of the most fascinating parts of writing for me is trying to tap into what’s happening in my prospect’s mind.  How do I do that?

That’s the question I ask myself every time I try and write anything.  It’s a constantly changing target depending upon whether it’s a personal purchase or a business style purchase and what the topic is.  For instance. 

How do you buy when you go to the supermarket?  Do you have a list and only buy the items on it with the same brands each week?  Or do you go having decided only to buy what is the best bargain this week?  Or is it a combination of the two?

Do you have the same buying strategy for a grapefruit as for an item of clothing?  Or a piece of furniture or a car?

It’s unlikely – spending 20p on a piece of fruit isn’t easy to equate to spending thousands on a car. 

My point I suppose is that if you don’t know what motivates your prospect to buy what you’re trying to sell, are you making it harder for yourself to complete the sale.  And sometimes you can get a client all the way there to the sale and suddenly for no reason you can see, they back off.  Is it something about their buying strategy that you’ve missed out on. 

Maybe it’s a step they have to take internally with themselves before committing.  A convincer. 

That’s tough to do when they’re in front of you and you maybe have built up a relationship with them.  It’s even tougher trying to reach them through a website.

But it’s great when you get it right!