12 Jul
Understanding the eBay buyer - Indecisive Buyers
Post by Joe - Cindercube
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Indecisive Buyers

This group controls the largest share of your market. Your ability to succeed within this group of people depends entirely on your ability to market your products and services. Your ability to market to these people will be directly correlated with the level of success you obtain. If you haven't figured it out yet, this is the group to focus on. Indecisive buyers are people who need to be guided on which purchasing path they should take. Its your job to get them on the path that leads to you. That's not all, once you've started them on that path, you'll want to guide them along the way to ensure they don't wander off and lose their way.

When indecisive buyers come to your listing they are taking the first step onto the pathway that leads to you. The next step they take depends entirely on you at this point. Do they take another step forward or do they take a step back to find a different path? In order to get your buyers to take additional steps toward you, you'll need to present them with the product they are looking for as quickly as possible.

Now, chances are that with custom products or products with multiple variations, your listing is not going to be exactly what the buyer wants. If they visit your listing its most likely because you have something that could potentially be what they're looking for and they hope that upon reading your description, they'll have been right. So if this is the case, you'll need to quickly show them that although this particular listing isn't exactly what they were looking for, you have what they need right there.

Through use of the product configurator your buyers will immediately see their ability to customize and select the options that they had been looking for all along. Not only does this interactive approach seriously motivate the buyer to purchase what they were looking for, it opens up a door for them to purchase things that they didn't know they wanted. Have you ever thumbed through a SkyMall magazine while on a flight? I come away wanting things I never knew existed up until that point. When a buyer has a full book on what you offer for sale that compliments the primary product he was looking for, you open up a fantastic way to up-sell your products.

Empower the buyer

One last thought to end this write up with. When you use the product configurator, you empower the buyer. Many times buyers are put off from buying if they have to ask questions and write emails in order to get what they want. People appreciate being able to help themselves and that's exactly what the product configurator offers them. Many perspective eBay buyers want to buy something immediately and not be forced to wait for delayed responses from sellers.

Any serious eBay seller knows that the longer a question goes unanswered the more likely they are to lose the sale. The configurator acts as an interactive way for a buyer to experience the type of product you can offer him. It will answer a very large amount of questions related to customized products and virtually eliminate the back and forth emailing that too often infects that buying process.

 

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