What Motivates Your Customers And Prospects?

The most effective online marketers have at least one great strength that they take advantage of on a daily basis. They know what their customers want. Learn and understand the things that motivate your customers you can become a much better internet marketer.

What Motivates Customers And ProspectsHow do you find out what motivates your customers and prospects? It takes research and studying their habits. If you can do that, you can figure out what’s most likely to make them want to buy. Do what your competitor isn’t and you increase the chances of not just new customers coming to you but you also win over your competition’s clients as well.

Here are some tips to help you figure this out and to apply it to your situation:

Keyword Research

Figure out which keyword searches result in sales. Is it something related to cost? Is it a phrase that relates to best in class? If the widget is the same no matter where it comes from, maybe the motivator is customer centricity and value. Could it have something to do with the integrity and online reputation of the seller? Maybe it’s a combination of all of the above.

By learning about the phrases related to buying behaviour, you can try to rank well for those phrases and tweak your landing page copy to that effect as well.

Website Statistics

If you’re established in your niche, search your website statistics to determine how your visitors are behaving. Are there gateways or phrases that are resulting in more desirable behaviour? Can you capitalise on that so that you can get more of that?

Competitive Analysis

What is your competitor doing right? What is it that you could do better? Analyse your competition so you can be a contender. If they’re successful, they’re motivating the customers. Figure out how and then do it too – only better, cheaper, with more value, etc.

Get Expert Advice

Read the experts. What do they say about what motivates customers in your niche or demographic? Read and pay attention to customer feedback, too. Data mining through social media, review sites, and via customer surveys can help you understand your customers better as well. Feel good about the compliments you get but act on the complaints and you’ll be much more likely to appeal to the people who could help you increase your success and wealth.

About Sean Rasmussen

I am a passionate blogger and have been a full time internet marketer since 2005. When I'm not with my family, you will find me doing SEO, building websites for many of my clients, and creating products out of thin air! This is a cool gig and I love it!


  1. David Pearse says:

    Understanding what motivates our customers can be hard for someone starting out online, however this post really helps me to gain some understanding.
    Analizing statistics and other relevant data is emerging as a must do, to truly succeed.

  2. Thanks Sean – often we forget that bad feedback can spread so fast if we disregard them amongst the positive feedback. Will definitely keep in mind the emphasis on understanding our customers and our competitors in-depth, which is a key to success!

  3. Angus Turner says:

    Hi Sean,

    The most important person to your business of any kind is the CUSTOMER..

    Rule No.1, 2 & 3.

    • Very true. You need to be completely customer focused when creating and delivering anything to do with your business. You should not be asking ‘which music should I put on today’, but instead should be asking ‘which music would my customers like to hear today?’ Likewise with colours, temperature, smells and detail. Understand what motivates your customers and you remove the roadblocks.

      • Very wise words there David, cheers mate 🙂

        • Cathy and Trevor Howitt says:

          Ver, very wise words David!

          • You are right there David

            Whether it be customer or client you never know if your next customer is going to be a potential on going customer.

            Great customer service is saying to the customer (by action, not word) “I care about you”

  4. Gearing your website to your customers needs is an important aspect to keep reminding ourselves of, after all motivating them brings about our success.

  5. Knowing your customer helps you tremendously and knowing your product helps your customers. Potential customers will hear of you if you believe in your product and are so passionate about it you can’t stop talking about it. Word of mouth is the best form of marketing out there and if your current customer loves you you’ll love them 🙂

  6. Keyword Research and researching your competitors is definately the place to start when understand what motivate customers in your niche, especially when starting a new website.
    Thanks for the other great tips,

  7. Here is a good angle to look to improve your affiliate marketing. Focusing on what the customer wants will increase your online persona. Sometimes we focus on what we want the customer to purchase. Give them what they want..

  8. Hi Sean,

    Great advice to help us find out what motivates our customers and prospects. We have to be clear about what they want before we can give it to them.

    Also, if we’re clear about who our customers are and what they want, it will help us to choose the best keywords to make sales.

  9. It’s really important to understand what motivates your customer and not just assume to know what they want. Once the blog is set up the statistics (where they come from, what keywords they use etc) is a great tool to fine tune on what to deliver.

  10. I think knowing what motivates your customer and prospects is a huge part of being a successful seller on the internet. If we spend a little time doing some research before we start blogging, we are going to bring in better suited prospects.

  11. Hi Sean,
    Finding out what competitors are doing that is right and do it better is a powerful message here. I have become aware also on why it’s good to have competition, by others selling the product.

    I once thought that to be successful selling online I needed to find unique products, with little competitors. Not so, in fact if no competitors then it’s likely that I’ve chosen a product that is not popular or that customers are not aware it exists or for other reasons are not motivated into buying it.

  12. I think its a great idea to find out what your competitors are doing right. The introduction to market samurai to investigate your competitors has been great. Ive already been doing the research into the website of who i would consider our greatest competition, and they are doing alot of things effectively, but I am definitely down for the challenge of ranking above them! Getting website statistics on our own site will definitely help us keep track of our own progress. Also i love the picture you used, its certainly how I am when shopping !!!

  13. Trish Rock says:

    Research really isnt one of my strengths. Customer relations is.
    I have come to realise that I HAVE to do the research to get the CUSTOMERS to have relations with 🙂

  14. Get Expert Advice – that heading is what our comp is all about!

  15. Great advice Sean,

    To find out what motivates your customers & prospects is the difference between knowing how to service your customers & not knowing how to service them.

    I’ve learnt to research keywords for seo purposes but didn’t think to research my website results to see what keywords generate the most if any sales for that niche.

    Competitive analysis is also a great tip as you can see what works for the bigger more established sites and cash in on their tactics as well : )

  16. Cathy and Trevor Howitt says:

    Whilst it is extremely tempting to want to create a product that you are passionate about, then to find the market for ….the more sensible way to go is research what your customers want and cater to that.

    Hopefully that can incorporate a little of what you are passionate about, but if not, that passion can come down the track when you have build a good reputation and an online presence. Then you may already have the customers you need.


  17. Hello Sean,

    I have always gone by the motto that the customer is always right no matter what. No excuses – keep a customer happy and they will always return….. Upset a customer and they will soon spread the news!!!

    Knowing what motivates your customers and Prospects keeps a business growing and expanding, ignore what your customers want and you will have no business 🙂


  18. Keep on your game, keep researching, keep observing what is happening and keep on asking! If you want to sell and be successful then you need to know what is motivating your customers and whether or not you need to make adjustments.