How Buyer Behavior Has Changed (And What That Means for Your Sales Strategy)

Let’s be real… selling today is not what it used to be.

Back in the day, you could throw up a sales page, send a couple of emails, and boom… sales rolling in. But buyers today? Different breed.

They’re skeptical. They’ve seen every sales tactic in the book. And they’re not about to throw their credit card at you just because you said your offer is “life-changing.”

If you’ve been wondering why leads are ghosting, why selling feels harder than ever, and why the old “launch and pray” method isn’t cutting it, this post is for you.

The way people buy has changed. So the way you sell has to change, too.

I’m Felicia Chanell, founder and creative director of Swanked. I partner with experts to build revenue generating funnels that attract high-quality leads and convert them into paying clients.

In this episode we’re diving into how buyer behavior has changed and what that means for your sales strategy. Let’s get started.

1️⃣ Buyers Need to Trust You More Than Ever

Once upon a time, people saw an offer, thought “this sounds cool”, and bought. Easy.

Now? They need receipts. They need proof. They need to feel 100% sure they’re making the right decision before they even think about pulling out their wallet.

They’ve been burned by bad investments, hyped-up marketing, and “this will change your life” promises that didn’t deliver. So, before they buy, they’re looking for:

• Testimonials & Case Studies: “Who else has done this and what happened for them?”
• Consistent Content: “Are you legit, or are you just showing up now that you want my money?”
• Reassurance: “Will this actually work for me?”

If you’re not building trust upfront, you’re making sales way harder than they need to be.

2️⃣ Buyers Are Researching Like FBI Agents

Ever had someone tell you, “I’ve been following you for a while” before they finally buy?

Yeah. That’s because nobody impulse-buys anymore.

Before they hit purchase, they’re:

• Stalking your content
• Checking your testimonials
• Reading reviews
• Comparing you to competitors
• Googling everything

They’re not just browsing… they’re researching. And if your online presence doesn’t back up your offer? They’ll move on.

This is why you can’t disappear between launches and expect people to throw money at you when you show up again. If you’re not staying visible, engaging, and proving your value before you ask for the sale, your audience is going cold.

And cold leads don’t buy.

3️⃣ Buyers Are Over High-Pressure Sales Tactics

Remember when fake urgency used to work?

“Buy now or you’ll regret it forever!” ????

Yeah, no. Buyers are way too savvy for that now. They don’t want to feel pushed, rushed, or manipulated into a decision.

What they do want?

• Clear, transparent offers: just tell them what they’re getting, no fluff
• Genuine urgency: if it’s actually closing, fine (just don’t lie)
• A frictionless buying experience: if they have to jump through hoops to buy, they won’t (womp, womp)

Basically, stop selling like it’s 2015 and start treating your buyers like the smart humans they are.

4️⃣ Buyers Need More Touchpoints Before They Buy

You’re probably sick of hearing this stat, but I’m gonna say it anyway:

It takes 7-15 touchpoints before most people buy.

That means if you’re just posting about your offer once and hoping for the best, you’re leaving money on the table.

People need to:

• See your offer multiple times before they even start considering it
• Get follow-ups and reminders (because life happens, and they forget)
• Feel nurtured and supported, not just pitched to

So, if you’re not following up? You’re losing sales. If you’re not consistently showing up and talking about your offer, you’re losing sales.

And if you’re afraid of feeling annoying? Trust me, you’re not reminding them too much. You’re probably not reminding them enough.

5️⃣ Buyers Expect a Personalized Experience

One-size-fits-all messaging? Doesn’t work anymore.

Your audience doesn’t want to feel like they’re just another name on your email list. They want to feel like you’re talking directly to them.

This means:

• Segmenting your audience (beginners and advanced buyers need different messaging)
• Having real conversations (yes, DMs and voice notes count as marketing)
• Meeting them where they are (some people need more nurturing, others are ready to buy)

The more personal your approach, the faster people trust you and the faster they buy.

The Bottom Line? Buyers Haven’t Stopped Buying. They’ve Just Gotten Smarter.

If you’ve been struggling to sell, it’s not because people aren’t buying. It’s because they buy differently now.

They want trust.
They want proof.
They want to feel in control of the decision.

If your sales strategy isn’t meeting them where they are, you’re creating unnecessary obstacles.

Lucky for you? You don’t have to figure this all out on your own and on this channel we’re sharing all about marketing and sales strategies that convert high-quality leads into paying clients. 

Ready to turn those “why aren’t they buying?!” moments into effortless sales? Our team builds high-converting funnels that attract dream clients and get them to actually say yes. If you’re done guessing and ready for a sales system that works, apply to work with us today. Let’s make your funnel the money-making machine it should be!