Your Customer’s Buying Process

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A customer’s buying process is important to understand before you can provide them with the best product or service.

The consumer buying process with example is a blog about the customer’s buying process. It explains how they are able to buy products and what they are looking for when shopping online.

Do you know how your customers go about making a purchase?

If you offer professional services or other complicated and/or costly goods and services, your consumers are more likely to see purchasing as a process than an event.

If purchasers go through a process to make their choices, it stands to reason that the closer our marketing system is to that process, the more likely we are to be chosen to offer our service. The goal is to give them with the information they need at each stage of the purchasing process so that they can proceed to the next.

Ardath Albee describes a 7-step purchasing process in her book, eMarketing Strategies for the Complex Sale (Amazon affiliate link).

1. Status Quo – beginning to see a problem but not ready to address it 2. Priority Shift – eager to learn about the implications of change for their business 3. Research – devoted to finding a solution to the issue and constructing a business case. He’s on the lookout for specialists as well as realistic results that he can prepare for. 4. Options – Focusing on a few options to create a short list 5. Take a step back – You’re hesitating because of new knowledge or worries. 6. Validation – Has a small list and wants to double-check his assumptions before making a final choice. 7. Decision – You’re ready to make a buy.

Your clients’ purchasing processes may vary somewhat, but I believe this is an excellent place to start, especially if you offer expert services.

One of the difficulties we have is that today’s consumers do most of their research and make early decisions before we are even aware of them. Before speaking with a salesperson, people do research on the internet, chat with friends and colleagues, read newspapers and publications, and so on. It’s not unusual for customers to reach step 4 (or even step 5) of the purchasing process before engaging in a sales discussion with someone from your business.

As marketers, it is our responsibility to offer the information that consumers need at each step of the purchasing process. We assist customers go from one step to the next by giving this knowledge, which shortens their purchasing (and your sales) cycle.

The more complicated the transaction, the more decision-makers and influencers there will be. Don’t forget to provide them the information they need to respond to their inquiries. IMPORTANT – We must give prospects with the knowledge they need to achieve their objectives and determine where they are in the purchasing process.

Actions to take:

1. Spend time learning about your ideal clients and their objectives. 2. Gain a better understanding of how your consumers make purchasing choices. Is your buyer’s purchasing procedure similar to the one described above? Who else can assist them in deciding whether or not to purchase your services? 3. Figure out what information your prospects need at each step of the purchasing process. 4. Start updating your marketing materials. 5. Make it a practice to go through your assumptions and materials on a regular basis and update them.

Rebar Business Builders is owned by Bill Brelsford. Bill works with professional service companies and independent professionals that want to spend less time pursuing business and more time servicing lucrative clients as an Authorized Duct Tape Marketing Coach. web: http://www.RebarBusinessBuilders.com blog: http://blog.rebarbusinessbuilders.com phone: 913.962.9261 email: [email protected] web: http://www.RebarBusinessBuilders.com

The buyer decision process for new products examples is a blog that provides an overview of the buying process. It gives examples on how to implement this process and how it can be beneficial.

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Frequently Asked Questions

What is customer buying process?

The buying process of a customer is to go through the website, find what they are looking for, and then purchase it.

What are the steps in the consumer buying process?

The buying process is different for every product. However, the general steps are as follows:

What are the 5 stages of consumer buying process?

The 5 stages of the consumer buying process are awareness, consideration, decision making, action and evaluation.

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