Online Customer Buying Behaviors You Don’t Notice But Can Use

Customer buying behaviors can be a massively beneficial tool when streamlining sales, driving engagement, and personalizing business processes. When you understand the motives and actions of prospects, the company can capitalize on engagement and drive a sale forward. But what are these behaviors? From asking questions to “yes” escalation, here are some examples.

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The Intentionally Returning Customer

Online customers will often return to a product page multiple times after leaving. It is often spread throughout the day as they actively consider engaging with a service. This isn’t some random act or OCD; it’s an evaluation they are using, and you can capitalize on it in a big way. When you use a Google Analytics consultant or data analysis tool, you can use customer data for personalized ads based on the product or service, and offer limited-time discounts.

Asking Detailed Questions

Customers often want to know what they are getting for their money, and interested customers who are likely to buy will begin to ask detailed questions. This should be viewed as an integral part of the sales process rather than an annoyance. This is because it is showing that the customer is genuinely interested in making a decision, and they just need a gentle nudge of satisfactory answers to get there, so make sure customer service is up to scratch for this task.

Digital Customer Buying Behaviors

A customer will visit an online store approximately 3 to 7 times before engaging and making a purchase. However, there are many telltale signs that a customer is considering engagement through digital body language, and you can run a thriving eCommerce business by capitalizing on this. For example, shoppers are demonstrating high intent when they look at images and videos, read reviews, and even use AR try-ons, and you can segment users based on this.

The Untapped Power of “Yes”

It is well known in sales circles that the word “yes” is the most powerful tool in the box. Once you can get a customer to say yes to something, there is the possibility of escalating it further, pushing towards an eventual sale. The team can begin by offering something simple and free, such as signing up for a newsletter or even free samples. Once the initial yes is said, the team can then follow up with higher-value proposals that lead to the eventual sale of a product.

The Perception of Decimals

People are very perceptive to pricing, and even though most of us don’t realize it, we are always scanning store shelves for the best perceived value. This is because the way pricing is displayed has an impact on decisions. That’s why you see prices such as $9.99 instead of $10; it appeals more to the subconscious buyer. Therefore, communicating eCommerce discounts is vital, and you can still use rounded figures such as $20 to convey a perceived higher quality.

Summary

Coming back to a product page and examining it a few times is one of the most telling customer buying behaviors you can use to push a sale. There are also tell-tale digital body language signs that customers use, and it helps to communicate pricing using decimals creatively.