The purchasing process consists of three stages: awareness, consideration and decision . Personalizing this process leads to the creation of valuable touchpoints between the company and the customer throughout their journey. The goal is to meet their needs over time.
Let's talk about the three stages: recognition, consideration and decision, what are they and what aspects should we consider?
Becoming aware of the need: recognition
At this stage, the customer is aware of two things: he has a need and to satisfy it there are different companies that can help him . To personalize this stage we must know the following aspects:
What are the clients' objectives and challenges ?
How do they search for information (recommendations, magazines, blogs , social networks , etc.)?
What are the factors that influence decision making?
How many people are involved in the purchasing process?
From the first contact between the company and the buyer, build relationships of trust . You can use your digital assets, create and share useful and valuable information. Technology plays an important role: consider marketing automation to take actions that allow you to start tracking your customers' actions.
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Think carefully about the solution: consideration
This is the stage where prospects will start to rule out options , it is probably the phase where customers make the most inquiries to sales representatives , but there is probably no intention to buy yet. Consider the following:
Based on their challenges and objectives, what solutions do you offer?
By what criteria does the prospect evaluate the available options?
What elements of your offer attract or concern them?
Why are you useful now and not in 6 months?
What are your main objections?
The goal is for sales advisors to be assertive from the first contact with clients . To do this, you can use the information managed by the CRM, examine their profile on social networks, analyze the information of the prospects with account-based marketing , and nurture the prospects that are a good fit, but are not yet ready to buy.
The purchase decision and closing the sale
The buyer has already identified the problem, ruled out options, and is ready to make a croatia phone number data purchase . Increasing sales is the result of a process in any business and personalizing the purchasing process contributes substantially to achieving the objective. At this stage we must consider the following:
What initial expectations does the client have about the solution before implementing it?
Should you go through an implementation and training period?
What are the factors that favor closing the sale?
The goal is to move from a one-off sale to a long-term relationship with your customers. A customer can be your brand's strongest promoter or its biggest detractor , depending on their purchasing experience.
Purchasing power is in the hands of those who use the products and services. Improve your customers' experience by personalizing their purchasing process. The only way to achieve more and better sales is by knowing and adapting to their requests.
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