Understanding the Buyer’s Journey

When we talk about the buyer’s journey, we are referring to an essential marketing strategy to help us create the perfect path for engagement – but how do we find it? How do we get our customers to make the decision? Let’s find how this strategy works.

As a salesperson, you can personalize your sales process to the buyer’s context by understanding the buyer’s journey.

What is the buyer’s journey?

The buyer’s journey is the process by which the buyer understands, considers, evaluates, and decides to purchase a new product or service.

The journey involves three stages:

1. 1. Awareness stage: the buyer realizes that he has a problem.
   2. Deliberation stage: the buyer defines their problem and studies the solution.
   3. Decision stage: the buyer chooses the solution.

Outline your Buyer’s Journey

If you don’t know enough about the buyer, please conduct some interviews with the company’s customers, potential customers, and other sales staff to understand the buying process. You should ask the following questions to summarize the buyer’s journey in your company:

Consciousness stage

In the awareness stage, buyers will identify their own challenges or opportunities they want to pursue. They also decide whether goals or challenges should be a priority. In order to fully understand the consciousness stage of your buyer, ask yourself:

• • How do buyers describe their goals or challenges?
  • How can buyers educate themselves on these goals or challenges?
  • What are the consequences of buyer inaction?
  • Do buyers have common misunderstandings about solving goals or challenges?
  • How does the buyer determine whether goals or challenges should be prioritized?

Consideration stage

In the consideration stage, buyers have clearly defined goals or challenges and are committed to solving them. They evaluate different ways or methods to achieve goals or solve challenges. Ask yourself:

• • What types of solutions have buyers investigated?
  • Buyers How to educate themselves in each category?
  • How does the buyer view the pros and cons of each category?
  • How does the buyer determine the category that suits them?

Decision-making stage

In the decision-making stage, the buyer has already decided on the solution category. For example, they can write a specific product A list of pros and cons, and then decide on the product that best meets their needs.

• • The question you should ask yourself to define the “decision stage” is:
  • What criteria does the buyer use to evaluate the available products?
  • Investigate your company’s products and compare them with alternative products.
  • What’s your opinion?

In Thundermedia Marketing we have a group of experts who can help you. Contact us. Also, you can click here if you would like to have a free marketing evaluation for your business.