The Buyers Journey

The Buyer’s Journey for any company is extremely important for gaining new customers and growth. It is a process that must be intimately understood in order to improve marketing efficiency and drive sustainable revenue growth.  Optimizing a customer journey is tactical; shifting organizational processes, culture, and mind-sets to a journey orientation is strategic and transformational.  Journey-based transformations are not easy, and they may take years to perfect.  But the reward is higher customer and employee satisfaction, increased revenue, and lower costs.  Delivering successful journeys brings about an operational and cultural shift that engages the organization across functions and from top to bottom, generating excitement, innovation, and a focus on continuous improvement.  It creates a culture that’s hard to build otherwise, and a true competitive advantage goes to companies that get it right.

Every buyer’s journey begins with content, because consumers now value self-service research. On nearly any topic, consumers prefer to do their own research rather than call upon a salesperson to assist them.

This means you need to create content for every stage of research that your customers go through. If you don’t have educational resources for each area of the buyer’s consideration, your audience will find other sources and potentially drift away from your company.


STAGE 1 – AWARENESS

Buyers Journey

Goal of the Stage: Attract & Capture Leads

Leads:  They have a problem, they are looking for answers or information to help them with their problem.

The Awareness Stage involves your target customer(Buyer/Audience Personas) before they identify the solution to their problem, and sometimes before they realize they even have a problem to begin with.  At the awareness stage, your prospective leads aren’t doing research with the intention of purchasing anything from you. Instead, they’re simply looking for answers, entertainment, or information! Approximately 96% of visitors that come to your website are not ready to buy.  Once your buyers begin to realize that they have a particular pain point, the research begins. For 72% of buyers, they’ll turn to Google.  The first stage of research begins with general search terms as buyers explore the options at their disposal.  Buyers are usually looking for educational material, customer reviews, and testimonials at this stage. Educational content like white papers, analyst reports, and industry reports are going to be critical at this stage.

Stage Strategy: Create a targeted well thought out landing, sales page to get conversions(User email addresses).  Drive traffic to these pages with Paid Search, Social Media, Social Media Ads and Organic Content.  The traffic should be targeted at your Audience Persona, which you have identified to be your targeted, most valued customer.

Consider These Questions:
What are their concerns and pain points?
What reason would they have to end up on your site?
What do they need to know to move to the next stage?

At this stage, prospects haven’t heard of your business or solutions, so you’ll want to target keywords and topics around a persona’s interests, challenges and responsibilities.  Content should be focused on your buyer’s pain points — not your product or brand.

For example, Close.io is a CRM tool for sales teams. But if sales managers aren’t looking for that specifically, they can attract the readers anyway with content about general problems sales managers have, like onboarding new hires.

Content Delivery Summary: Information on how you can help their problem. 

Content Options:
White papers, E-book, Infographics or Other Free Content.

Make sure that these types of resources are readily available on your website. Consider using a marketing automation tool to begin tracking content downloads and collecting prospect information. While you’re not ready to start your sales pitch, it’s never too soon to start gathering insight into your prospect’s preferences.

Difference between B2B and B2C to Keep in Mind through Buyer’s Journey:

B2B: A longer decision making process, a greater number of involved stakeholders, a lengthier relationship, a smaller lead pool and a different type of product knowledge

B2C: A shorter decision making process, one person makes the decision, a shorter relationship and a larger lead pool


STAGE 2 - CONSIDERATION

Goal of the Stage: Nurture your Leads

Leads: They are deciding and actively looking for a solution  

In this stage visitors have identified that they have a problem and are considering solutions and solution providers.  Build out a few simple lead nurturing campaigns to gradually deliver this content to prospects who have provided their information via a form completion. Remember to lay off the heavy sales pitch; this stage is all about building trust with your prospect and establishing your company as a credible source of information.  You don’t necessarily have their email address yet. 

Stage Strategy:  Make sure all content includes a call to action. Website CTAs for the consideration stage should aim to capture emails or phone numbers, a way to move the relationship forward.  One strategy would be to retarget your website visitors.  This is happened to you, when you are shopping for a pair of new shoes on a website, then a few days later you notice that website’s banner ad of that specific shoe you were looking at on a different, maybe news website you are on.  This is called retargeting and it is very effective in the consideration stage, because consumers are “considering” buying a new pair of shoes for example.

Another example would be if a lead visits your pricing page, you might then send them a coupon code 24 hours afterwards if they haven’t bought anything.  These bonus offers and content pieces — along with their promotional content and landing pages — not only give you an “in” to contact prospects again, but they increase your digital footprint for search engines and other top-of-funnel activities. They also provide more opportunities to establish expertise and trust with prospects considering putting parts of their job or business in your hands.

‘Considering solutions’ refers to the broader answers to a problem, for example, a startup may be looking for ways to reduce customer cancellations (problem). Possible solutions would be to create better tutorials, provide more monthly bonuses, or to use a better customer support platform.

At some point in their research, buyers will begin doing in-depth comparisons of each vendor that they’re considering. This is the stage where they’ll start reaching out to sales reps for further inquiries or personalized product demos, so that they can really drill down into the features that matter to their teams.

Content Delivery Summary: Keeping your brand in front of them, educating them more on your brand and how you can help with their problem.

Content Options:
Case Studies, Live Product/Service Demos, Videos, Retargeting, Podcasts


STAGE 3 – DECISION

Buyers Journey

Goal of the State: Convert users into Customers

Leads: Buying your product or service – Deciding to purchase a particular solution

In this stage visitors have identified they need to purchase a particular solution, but are still trying to validate their decision and compare the competition.  Once your buyers have the support of upper management, they’re ready to select a vendor and make a purchase. At this point, they’ll start thinking about preparation, implementation, quick start costs, and customer support — the final items that will determine which solution best fits their needs and budget. 

Stage Strategy: Highlighting the elements that make your product or service the obvious choice is the secret to creating great comparison pages. Try to stick to the facts, and make the comparisons clear and easy to digest by using visual elements such as tables and graphs.

It’s finally time to get brand-specific with your content! When it comes to bragging about your particular product, nothing speaks louder than the experience of your current customers. Have a number of case studies and customer testimonials on hand to show prospects what others have achieved by choosing you, and how positive their experience has been.

Content Delivery Summary: Educate them on why you are the company for them to choose, show them the value and current customer success stories

Content Options:
Sales Webinars & Demos, In Person Meetings or Events, Customer References, Testimonials, Free Trials, Discounts, Tutorial(Videos)

Buyer’s Journey Conclusion Summary

By crafting your content to address what a potential customer is looking for at each stage, you can:

  • Attract more traffic
  • Seamlessly guide visitors from having a problem to buying your solution
  • Attract visitors who are at the end of their journey and ready to buy

Marketing automation has become a hub of marketing intelligence, tracking each individual buyer’s journey from their first touch point to their final sale, providing an in-depth view of the 70% of the buying process that traditionally occurs in the dark, beyond the firewall of traditional marketing and sales programs. Marketing automation overcomes this firewall – it’s the science and technology that enables marketing and sales to streamline, automate, illuminate, and https://301consulting.com/marketing-automationmeasure the modern buyer’s journey through the purchase process.

Benefits of Marketing Automation and assisting with the Buyer’s Journey: Email Marketing, A/B Testing, Lead Scoring, Business Intelligence (Track who is on your website), CRM & Analytics/Reporting

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