How to Know What Your Customers Are Buying from You Most Often

If your company offers multiple products or services, identifying the specific types of purchases your customers are making is a key part of fully understanding what's driving your success. By analyzing customer purchasing data, you can uncover which items are in highest demand, how frequently they're bought, and which departments or locations are the highest and lowest in the rankings. These insights serve as important business metrics that help you make more informed decisions, optimize how resources are allocated, and ultimately increase your profitability.

Why you should track types of purchases

For equipment dealers, connecting customers with the best product or service at the right time is core to building loyalty and driving growth. That process starts with understanding which types of purchases are most common. By identifying customer buying patterns, you can adjust your marketing and advertising to highlight what they are purchasing most often and point out why they should buy those items from you.

Using business analytics reporting and a data driven approach, you'll not only improve your marketing ROI, but also avoid unnecessary spending promoting products with lower demand. Instead, you can focus time and budget on what performs best—driving better results for your dealership and improving overall customer satisfaction.

Identify your trigger products

Trigger products or services are the initial reasons a customer thinks to do business with you. In a grocery store, they are staples like bread and milk. For equipment dealers, they often include services like emergency repairs, seasonal tune-ups, or machine breakdowns that can lead to a rental or replacement and parts like filters and fluids. These types of purchases serve as entry points and can often lead to larger transactions or long term customer relationships.

By consistently evaluating your business's invoices each month, you'll begin to recognize which products act as these triggers for your dealership. Once you know them, you can feature them more prominently in digital campaigns, on your website, and in sales conversations—ensuring your business is top of mind when the need arises. And because trigger products often open the door to additional purchases, promoting them strategically can lead to increased sales across other product categories.

Use business metrics to maximize impact

Your time, marketing dollars, and operational resources are limited. That's why making strategic use of business metrics is so important. Regularly reviewing which types of purchases are being made most often helps you prioritize which products to promote, where to allocate inventory, and how to target your advertising.

These types of insights go beyond marketing—they influence larger business decisions. For example, if a certain product is selling well in most branches but underperforming in one, that discrepancy may signal a local issue that you need to investigate. When you track and analyze your business metrics monthly, you gain the understanding required to troubleshoot inefficiencies, uncover missed opportunities, and keep performance consistent across all your locations.

Expand awareness and sales through strategic upselling

If you understand what your customers are buying—and why—it becomes much easier to offer them additional products and services. A customer might visit your site or store with a specific need, but a smart upsell strategy can introduce them to other things they hadn't considered.

Use your top performing types of purchases as a gateway. Feature them in your email campaigns, social posts, and website banners to capture attention. Once customers are engaged, guide them to complementary services or upgrades that align with their initial interest. This strategic approach—rooted in business analytics reporting—not only increases the average transaction value but also strengthens long term customer loyalty.

The cumulative effect of these practices creates a strong foundation for sustainable B2B SEO success.

At Winsby, we provide equipment dealers with comprehensive business analytics reporting, helping them track key business metrics like types of purchases, purchase frequency, customer retention, and more.

Contact us today to uncover valuable insights and start making data driven decisions!