Have you ever wondered why fluctuations in sales occur? Or have you thought about the reasons why reviews and feedback online play a major part in people’s decisions?
The psychology behind buyer behaviour greatly influences the way your audiences act and react. This is one of the fundamentals of Marketing that allows businesses like yours to understand how customers think and act.
To help you understand buyer behaviour more thoroughly, here is a complete guide.
What is buyer behaviour?
Buyer behaviour is the driving force behind your customer’s decisions.
It refers to the actions and steps buyers take before making a purchase – either by searching for information on the web, discussing with other people, engaging on social media platforms or finding content.
Understanding this buyer behaviour is vital to your Marketing, as it allows you to tailor your campaigns and promotions in accordance with what motivates your audience to act.
Most often, buyer behaviour is measured by using software programs that analyse customer relationships online. Obtaining insights through surveys and interviews is also effective in understanding why your audience behaves in the way they do.
For more, read: How to Know Your Customer: 11 Insights Into Behaviour You Need To Know
What is the buyer decision process?
To grasp the behaviour of buyers, you must understand the way they make purchase decisions.
People take these steps to address their pain points and satisfy their needs:
It is important to note that the size, complexity and frequency of this buyer decision process varies for the consumer and the nature of the purchase.
For example, a person buying a car will take a more rigorous approach with the process than an average person deciding to purchase a shirt or candy bar.
What influences buyer behaviour?
There are certain factors that affect a person’s decision-making process, which also triggers their behaviour when making a purchase.
Understanding what drives them allows you to evolve your Marketing efforts to gain better results. These include:
These components, together with the buyer decision process, influence the level of your audience’s receptiveness to your products and services.
See: Motivating Yourself And Others: The Fuel Of Action
In fact, here are some examples of buyer behaviour that your business may encounter.
What are the types of consumer behaviour?
By taking into consideration the kind of behaviour that is displayed by your target audience, you can position your brand in a more effective way.
But what if the buyer is a business?
The buyer decision process for B2B companies (business-to-business) does not stray away from that of consumers.
Just keep in mind that regarding these businesses, the decision-making process and buying behaviour is not purely based on facts. Emotional purchases are still possible because those who manage the buying process are still people.
For more, read: How To Create An Effective B2B Content Marketing Strategy
What is a B2B decision process, then?
Due to the nature and stricter systems within businesses, the buyer decision process for B2B trading is just more complex with a few additional steps.
The major difference between the buyer decision process and B2B buying decision process lies in the way businesses immediately determine what exactly is needed on the purchase and then search valuable information regarding products that meet those specifications.
They also differ in purchase volume, the number of customers, location of buyers and method of distribution.
Regardless of whether you’re catering to typical consumers or larger businesses, you must gain a better understanding of them and their buying process.
How can you understand buyers?
To assist your consumers and provide them with the solutions they need, you must figure out what makes them tick.
Here are some questions you can ask to achieve a clear understanding of your target audience:
Ensure that you’ll be able to address these matters in marketing your products and services.
Need a hand in analysing your buyers’ behaviour?
If you need professional assistance in understanding your consumers and coming up with the right types of content for them, know that you can always rely on your trusted Marketing team to help you out.
How can Melotti Media help you?
We understand that you want to achieve business success through understanding your buyers’ behaviour and creating the right content for them.
However, you may find that you’re time-poor and spread thin or you still have a lot of unanswered questions.
You don’t need to worry!
At Melotti Media, we can assist with all your message marketing and copywriting needs while you focus on what matters most to you – growing your business.
Let’s start earning the results your business deserves!
To speak to your trusted message marketers and copywriters, email us at firstname.lastname@example.org
We can sharpen your words to achieve your goals today!
The Melotti Media Team
Melotti Media | Copywriting & Message Marketing Bureau
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DISCLAIMER: This blog expresses the opinion of Christopher Melotti (Melotti Media) and should be taken as general information only. No responsibility is taken for your actions in response to any content in this blog. See the website's Terms and Conditions for more information.