The buyer’s journey is a term used to describe the process in which a prospect purchases a product. According to co-founder of DoInbound, Gray Mackenzie, this process is broken down into 3 separate stages. These stages are the Awareness Stage, the Consideration Stage, and the Decision Stage.
The Awareness Stage: This stage is simply the time in which the consumer has a problem that is yet to be solved. In this stage, a salesperson is able to identify that problem and begin to shape his/her pitch accordingly. The consumer’s problem is one of the most crucial aspects within a sale. If a salesperson is able to maintain focus on a prospect’s problem or pain, he/she will appear more genuine and trustworthy.
The Consideration Stage: This stage is all about the consumers’s developing of an understanding of the options for a solution his/her problem. In this stage the consumer will take into consideration all the pros and cons the options for a solution will concern.
The Decision Stage: As the name implies, the decision stage starts when the consumer makes a decision about his/her preferred solution. Once the decision is made, it is now a matter of the consumer choosing one of various competing companies to provide that solution for them. When the consumer decides on which company will fulfill his/her need, they will make this final purchase.
This was a helpful read. Good job at summarizing the buyer’s journey. This summary not only applies to in-store buying but also when making online purchases. Understanding your potential-customers buying journey and process will help you better understand how to build your site, brand your company, and advertise online.
Thanks for sharing! This process is extremely helpful to companies in understanding the buyer’s journey so that they can cater to customers in all 3 stages. If we can truly understand where they are at in this journey, we can better help them through to the decision process.
Thanks for sharing- a couple questions I would have is what can we do as entrepreneurs to move our customers as quickly as possible through these stages. What do you foresee being the most effective way to make this happen.