The 4 stages of consumer purchase decision

by TM Maria Be a king in your own kingdom

For any consumer, seeing them worried about their problems is something much more important than the possibility of closing a business in the short term. If you sell him once without helping him, there are many chances that he will not return. But if, still not selling anything, feel that you are helping, you will have the opportunity to capture not only as a medium-term customer but as an "ambassador" of your brand, which has enormous value.

The so-called "buyer's journey" is an increasingly important reference for designing the digital marketing strategies of any company. But how is it explained?

Marketing and sales departments are being forced to adjust their strategies to deal with huge changes in consumer practices.

The 4 stages of the purchase decision process are:

In this article we are going to break down all the stages of that trip, to help you better understand what your buyers are thinking to buy gadgets. Once understood, you can help them move forward, especially if you implement the Inbound Marketing methodology.

Stage 1: Awareness of a need

At the beginning of a trip, the buyer is probably aware of two things: the fact that he has a need and that there are a number of companies that can satisfy him, even if your business is not necessarily on his initial list.

Your task at this stage is to create awareness of a product or service so that the market can begin to understand well what you do and how, at a certain moment, you can help them.

The content of your website should focus exclusively on the needs of your buyer and not necessarily on your product or brand.

After the consumer realizes that he has a need, he starts with his search. Any consumer usually seeks, first, educational material, comments and testimonials from other people who had or have their same need. Also make sure that these types of resources are available on your website.

Consider the use of a marketing automation platform to begin tracking each content download, qualifying prospects according to those downloads and detailed analysis of the information of the most valuable prospects.

Stage 2: Consideration of purchase

Once the buyers reduced their options to only a few companies, they will refine their research. 70% of them return to Google at least 2-3 times during their research to find offers that help them meet their specific needs.

As buyers continue their research, you can use the marketing automation tool to better qualify them and track their interest, offering specific answers to their information requirements.

At some point in their research, buyers begin to make comparisons between the companies they are considering. This is the stage where you will call your sales representatives to ask them more questions.

Stage 3: Purchase decision

There comes a time when every consumer is ready to select a supplier and make a purchase.

When they reach this point what they are most interested in is your level of execution and customer service.

When it comes to bragging about your product or service, nothing speaks louder than the experience of your current clients. Use case studies and client testimonials to show prospects what others have achieved by choosing them and the positive aspects of their experience working with you.

Once you have managed to sell him, your work is not over. Most of your buyers will continue to investigate.

Stage 4: Valuation of the product or service purchased

This is what any company, of any size and industry, expects its clients to do after closing a sale.

If everything goes according to plan, and buyers are happy, they can become a valuable resource, they can talk positively about your product and the experience they have had with your company. That transforms them into a powerful resource.

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Created on Dec 21st 2018 01:03. Viewed 270 times.

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