Buyers don"t think like marketers or salespeople. Anyone that works in this departments have the right to admit that. Much more importantly, buyers don"t think like each other either.

You are watching: Analyzing customer buying patterns is an example of

Each customer follows their own set of buying patterns, even if it is they recognize it or not. Because that instance, someone that walks to occupational every morning may grab a coffee native the Starbucks ~ above the corner — come them, that"s component of their routine. To Starbucks, that"s an created buying pattern.

But if this human being happened to relocate neighborhoods, you will do it likely create a brand-new routine (and to buy pattern).


Buying trends are crucial to recognize, analyze, and also measure since they aid businesses better understand and potentially expand their target audience. Buying patterns additionally fall in action with the client journey, although castle connect an ext with the psychology and motivations behind every stage.

In this post, we room going to talk about buying patterns and how to predict those of her customers.

What space buying patterns?

Buying patterns describe the why and also how behind consumer purchase decisions. They space habits and also routines that consumers establish through the products and also services castle buy.

Buying trends are characterized by the frequency, timing, quantity, etc. Of said purchases.

These patterns are determined by factors such as:

Where who livesWhere castle workHow much money lock makeWhat they enjoy and also preferWhat your friends and also family recommendWhat their goals and also motivations areThe price that the product or business they"re interested in (and any energetic sales or discounts)Any product displaysThe requirement of the product or serviceFestivals, holidays, rituals, or celebrations

For example, stop say the customer stated in the development is called Robert. Robert’s coffee-buying sample is one coffee every weekday morning, and this pattern is primarily affected by where he lives and what he likes to drink.

Therefore, once Robert move neighborhoods, hell likely choose a new morning program (and establish a new buying pattern) that enables him come still snag the morning coffee.

So, in this case, why should Starbucks care?

Well, by knowledge Robert’s to buy pattern, Starbucks could much better understand the the person who lives persona that represents, predict in-store traffic, and also analyze how they could far better market their commodities to similar customers.

Predicting client Buying Patterns

Many, many things affect a customer’s purchase behavior and patterns. In the instance above, Robert’s neighborhood and also coffee cravings influenced his everyday Starbucks routine, yet that’s simply one example of his to buy patterns. Robert also has created buying trends for his groceries, gym usage, clothes purchases, and also more.

These types of purchases loss into 4 consumer habits categories:

Routine purchase (e.g. Weekly grocery store shopping)Limited decision-making to buy (e.g. A new salon recommended by a friend)Extensive decision-making purchases (e.g. A brand-new car)Impulse purchases (e.g. A load of gum in ~ the register)

Buying patterns are existing in every one of these varieties of consumer behavior, however they’re most prevalent and also predictable through routine purchases. (We’ll dive an ext into these types and instances in the adhering to section.)

Marketers at providers in every these markets work come uncover and also understand the buying fads of their customers. Many buying fads are developed through the common buyer journey: awareness, consideration, and decision.

When a pattern is established, however, the the person who lives then no longer has to become conscious of your problem and also consider a equipment — they merely repeat the decision stage over and also over, thus producing the pattern.

So, how have the right to marketers and also salespeople i found it the current buying fads of your customers? The many straightforward means is to ask. Once you set a baseline of client behavior and expectations, you have the right to then start to predict their trends — and those of comparable shoppers.

Here are some questions to ask in a customer inspection or emphasis group:

Why walk you an initial purchase ?Who in her household determined to purchase ? walk this human being make all the buying decisions?Where execute you go when searching for ?How lengthy does it require to decide come buy ?Do girlfriend buy other ? Why?What’s your budget for ?How much would you travel to buy ?

These questions help you understand the why and also how behind your customer acquisition decisions, therefore uncovering their buying pattern as it relates to your product or service.

The most vital takeaway about buying trends is that they’re ever-changing. Not just do they differ in between your customers and also buyer personas, but they may also change as one individual’s life changes — as we saw over with Robert.

Customer Buying sample Examples

In the previous section, ns outlined the 4 main species of consumer behavior. Below, ok unpack an instance of a customer buying pattern for each that the species of customer behaviors.

1. Routine Purchases

I mentioned over that program purchases commonly yield to buy patterns. This is true because these patterns room the most prevalent and predictable.

For example, stop say Betty goes grocery store shopping every Monday morning after taking her youngsters to school. She buys plenty of of the exact same items every week because her children are young and also prefer come repeat their favorite meals for dinner. Sometimes, she’ll splurge on one extra dessert or sophisticated coffee, however for the most part, she sticks to the same list.

On one Monday, her kids’ school is closed for maintenance. She needs to take them come the grocery, vastly transforming her grocery regime as her children pull a range of snacks and treats turn off the shelves. She decides come buy a few to placate she kids and also treat them to a special day off.

This is additionally an example of how a purchase pattern have the right to be altered based upon who accompanies the decision-maker.

2. Restricted Decision-Making Purchases

Limited decision-making purchases are frequently rendered with a trusted reference by a girlfriend or family members member. Since of the recommendation, the decision-maker doesn’t take into consideration it to it is in a challenging decision or feel the must do much research. This type of purchase can actually it is in the catalyst for an transformed buying pattern.

For example, stop say Georgia has actually gone to the exact same hair salon for five years. She"s never ever disliked her services there, but when her girlfriend mentions one amazing brand-new salon that has actually opened down the street, Georgia is curious to shot it.

When she goes, she is for this reason impressed v the organization that she decides to make it her new routine salon, thus changing her buying pattern due to outside affect or recommendation.

3. Extensive Decision-Making Purchases

Extensive decision-making purchases are usually those that are for expensive, seldomly-made purchases. These may include a brand-new car, computer, or also a home. Due to the fact that of your ticket size, there’s little room to create a buying pattern in between purchases.

However, part consumers room loyal to details brands or stores. Because that example, stop say Austin decides that time because that a brand-new car. He and his family have always owned Fords, so when it come time come shop for cars, he doesn’t think twice around looking for a brand-new Ford.

While he’s uncertain of what version he’ll buy (sedan versus SUV), he to know for certain that he’ll purchase a Ford vehicle, thus developing a purchase pattern in between his few-and-far-between vehicle purchases.

4. Impulse Purchases

Impulse purchase are specifically how they sound — impulsive purchases do with small planning, research, or forethought. For this reason, buying trends are tough to develop with these kinds of purchases.

However, one continuous factor in advertise buying is convenience; consumers regularly make impulsive purchases when they need something conveniently or see something they (think they) need. The convenience aspect of advertise purchases enables for buying patterns approximately location and proximity.

For example, let’s say Gio likes to add a little something extra come his takeout purchases when he order on his food delivery app. He often alters where he it s okay food from, however he generally throws in an add-on (e.g. Fries, a drink, or a cookie) as soon as prompted prior to check-out.

In this case, there’s no to buy pattern established in what Gio order or whereby he orders from, but the application tracks his add-on to buy to analysis how often he makes impulse buys on the app. Then, they understand to continue prompting those add-ons or perhaps increase the number of products listed.

Tools for examining Customer to buy Patterns

Customer purchase pattern analysis is all about analyzing customer behaviors, and also there space plenty of devices that have the right to help.

1. Google Analytics

Google Analytics offers a deep-dive check out of your customers’ actions on her website. From web traffic numbers come user demographics, Google analysis can show you how your customers are interacting with her website. It can also aid you develop baseline actions from i beg your pardon you have the right to track trends (or new behaviors that suggest breaks in patterns).

2. Facebook Audience Insights

If your audience is energetic on your facebook Page, you have the right to learn a lot about their behaviors and patterns with Facebook Audience Insights. This patterns might not always result in a purchase, yet understanding exactly how your audience behaves on social media have the right to teach you how to optimize your social and other promotional content to far better entice them to buy.

For example, if you check out your followers engage the most on articles that asking a question, perhaps you start posting inquiries that relate to your product or organization (versus blatantly promotional short articles that nothing otherwise interest your audience).

3. CRM

Here in ~, we’re strong advocates of customer relationship administration (CRM) tools. So lot so that we market a cost-free one. Not just do CRMs aid align your sales, marketing, and customer organization teams, but they carry out natural, seamless locations to store and track customer habits — consisting of buying patterns.

If you connect your CRM come your it is registered and/or ecommerce platform and also track your customer’s purchases, it will certainly quickly present you patterns in purchase frequency, timing, and also more. Every you need to do is continue to be diligent in her data collection.

4. organization Hub business Hub includes an important Customer Feedback software that can help you run surveys and also collect insights around your client buying patterns. The device offers plenty of pre-written and templatized survey options so you deserve to dive right right into gathering information around your customer behaviors and preferences.

For example, if you surveyed 25 known customers v business Hub, their answers and also preferences would certainly then be tape-recorded in your CRM, make it easier for friend to track behaviors and also establish buying patterns.

See more: Learn English Grammar: How Long Did It Take To Build The Ark?

Buying patterns deserve to tell friend a lot about who’s buying from you and why. Usage this information to much better understand her customers, and fashion her marketing to match their expectations and also meet them whereby they are.