Understanding Consumer Decisions: The Path to Profitability
r3's method to understanding the psychology of the humans spending patterns
i’m not gonna sit here and pretend i’m the next alex hormozi business or marketing guru who learned everything from textbooks.
i’ve been running ecom stores for the past few years. multiple stores. different niches. some hit six figures in their first month, some died after burning through ad spend. i’ve seen what works and what doesn’t, not from theory, but from literally watching the numbers come in (or not come in) every single day.
currently managing three active stores right now. one in the fitness space, another in home decor, and a newer one in the supplement niche. each one taught me something completely different about how people actually make buying decisions online.
you ARE a consumer. i am too. we all are.
yet somehow when we switch into “business mode” we completely forget how we ourselves think when we’re scrolling through our phones at 11pm about to impulse buy something we’ll regret tomorrow.
the biggest mistake i made early on was thinking like a business owner instead of thinking like the person who’s gonna see my ad while they’re sitting on the toilet scrolling instagram.
you have to literally put yourself in that exact headspace. not the analytical “let me optimize my conversion rate” mindset. i’m talking about the real, raw, emotional state of someone who just got off a long shift at work and is now mindlessly scrolling trying to feel something.
because that’s what we’re really doing when we’re consuming content online. we’re not logically evaluating products. we’re seeking emotional experiences.
let me break down what actually happens in someone’s brain when they go from “just scrolling” to “holy shit i need this right now.”
it starts with the interrupt. something has to break their scroll pattern. could be a video that’s visually different from everything else in their feed. could be a headline that speaks directly to a pain point they were literally just thinking about five minutes ago. could be seeing someone who looks like them or represents who they want to become.
the interrupt is everything. if you don’t stop the scroll, nothing else matters. your product could cure cancer but if the first 0.3 seconds of your ad doesn’t make someone’s thumb pause, you’ve already lost.
i learned this the hard way with my first store. spent weeks perfecting product descriptions, building out this beautiful website, setting up email flows. launched ads and... nothing. barely any clicks. the people who did click bounced immediately.
why?
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