Do You Really Know Why Your Customers Buy From You?

‍
Why understanding your audience is the foundation of effective marketing

When did you last ask your best customers why they buy from you?

It sounds simple, but most businesses never actually do it. They guess what their customers want. They write websites, brochures, social media posts, and email campaigns based on what they think sounds good—rather than what their audience actually cares about.

Recently, we ran a customer survey for a new client and the results shocked them.

95% of the reasons their best customers gave for buying from them weren’t mentioned anywhere in their marketing material.

Not on their homepage.
Not in their emails.
Not in their social posts.
Nowhere.

They’d been shouting, but no one was listening—because they weren’t speaking their customers’ language.

What Do Your Customers Really Want?

Too often, businesses talk about features—what they do, how long they’ve been doing it, or what products they offer. But customers buy for reasons—and those reasons are emotional, personal, and specific.

Some buy because you’re fast.
Some stay because you always pick up the phone.
Some love the way you explain things in plain English.
Some trust you because of one experience they’ll never forget.

If you don’t know these reasons, your marketing is probably missing the mark.

Try This Quick Test:

1. Survey your top 10–20 customers. Ask:
   • “Why did you first decide to buy from us?”
   • “What do we do better than anyone else?”
   • “What would you miss most if we disappeared?”
2. Gather their answers. Then read your website and marketing materials.
3. Compare the two.
   If the language your customers use isn’t reflected in your copy, you’re not connecting as powerfully as you could be.

Good Marketing = Good Copywriting

Once you understand what your audience wants, your job is to say it clearly, simply, and persuasively. That’s where great copywriting comes in.

Here’s a quick guide to writing better copy:

1. Start with the customer’s problem

Lead with what matters most to them—not you.
Instead of “We’re industry leaders in electrical supply,” try:
“Need it on-site by 7am? We’ll make it happen.”

2. Use their language

If your customers say “you’re reliable and straight-talking,” then use that. Don’t dress it up with buzzwords. Speak like a human.

3. Focus on benefits, not just features

What does your service do for them?
A feature is: “Next-day delivery.”
A benefit is: “You’ll never be waiting around for parts again.”

4. Use testimonials and real examples

Let your customers do the talking. Social proof builds trust and shows others the value you offer.

5. Always include a call to action (CTA)

Tell them what to do next: “Book a free consultation,” “Call us now,” or “Get your quote in 60 seconds.”

Final Thought

Understanding your audience is not a marketing luxury—it’s a business essential. When your message aligns with what your customers value most, everything gets easier:

• Leads convert faster
• Referrals increase
• Loyalty deepens
• Marketing spend works harder

If you haven’t asked your best customers why they buy from you—do it this week. You might just discover the secret to better marketing was in their words all along.

Let me know if you’d like this tailored for a specific industry or business—happy to tweak!

‍