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11 Nov 2016

The Why Before the Buy– Understanding consumers’ buying behaviors and decisions

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November 11, 2016 Category: Color Of Money Posted by:

Family Features

Today’s consumers don’t often follow a simple path of “search for what I want, find it, buy it.” They search at home, at work and on-the-go to find the products and services they need.

New research from YP, the leading local marketing solutions provider, and publisher of and The Real Yellow Pages® reveals the factors that influence a consumer’s fragmented shopping patterns and their decision to make — or not make — a purchase.

“Consumers today zigzag between devices, platforms and locations to discover products and services, and we wanted to find out why,” said Allison Checchi, chief marketing officer at YP. “Our goal was to get a deeper understanding of what influences consumers to make a decision to go with one business over another.”

Basics, and Then Some

Consumers use nearly three sources of information. On average during the search process, so it takes more than a simple business profile listing to truly stand out from the competition. It takes a strong online presence and rich content.

According to the study, consumers value two kinds of information when looking for businesses: primary information, such as price, location and availability of products and services; and secondary information, such as offers, testimonials, ratings, recommendations, photos or videos.

While nearly 52 percent of consumers make their decisions based on primary information, about 48 percent make their buying decisions based on secondary information. Consumers who said their decision was based mostly on secondary factors spend an average of two times as much money as those using only primary information.

Accuracy Counts

Just as there are key factors consumers consider before making a purchase, there are factors that influence a consumer’s decision not to consider owning a business. Consumers voiced their dissatisfaction loud and clear when it comes to businesses with an online presence that is inaccurate, inconsistent or incomplete. Not only did these shoppers say they would take their money elsewhere, they wouldn’t even consider the business, leaving no chance for the business owner to influence the customer’s decision.

Reasons to Use Mobile

The majority of consumers (64 percent) are device hopping, with smartphones playing a role at some point in the search process. Aside from convenience and speed, some of the top reasons for using a mobile device are the ability to find a location “near me” and to “click-to-call” a business directly from the phone.

“A strong digital presence is critical to connecting local businesses with consumers wherever they are, on whatever device they’re using,” Checchi said. “This research shows that consumers won’t even consider a business that has an inaccurate or incomplete online presence, and that businesses are missing out on opportunities if they don’t have basic information and contextual content.”

For more information about the factors that influence consumers’ buying decisions, visit, and follow the conversation using #WhyTheBuy.

Source: YP

Stand Out Online

Technology has revolutionized the consumer journey. Today, a huge portion of that journey takes place online. That means if a business doesn’t have an online presence, consumers won’t find it and will take their business elsewhere.

A webcast series moderated by Jeff Biesman, vice president of customer acquisition and retention marketing at YP, will share findings from a new research study that explains why consumers make the purchase decisions they do and how small business owners can influence today’s consumers. Sessions include:

Improving Your Online Presence – This session focuses on the importance of mobile-friendly websites, business profiles, video content and social media.

Winning Customers with Search Engine Marketing – This session explores topics such as the role mobile devices play in the search process, the importance of delivering a personalized consumer experience and how social media factors into the equation.

Building Your Brand with Mobile Ads – This session discusses strategies including location intelligence, audience segments, defining the goal of your ad and best practices.

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