When people are making the decision to buy from you, they’ll typically be in one of five stages of what’s called the “B2B Buying Cycle” (or B2C depending on your business). In our new free, comprehensive white paper “Decoding The Buy Cycle: How Do People Buy From You?” we go over how many marketers and sales reps don’t put in the effort necessary to understand the various buying cycle stages, what they mean, and which stages are best for marketing (and which aren’t).
The B2B Buying Cycle is Always there
Your prospects will always be in one of the five following stages:
- Problem Awareness
- Trying to find solutions to the problem / evaluating criteria
- Creating a short list of vendor solutions
- Final criteria evaluation
- Negotiation and purchase
The interesting thing about the B2B buying cycle is that it is present whether you acknowledge it or not – or whether you believe in it or not. It is a constant for all your prospects.
Your goal isn’t trying to best the buy cycle, change it, or out-maneuver it. Your goal is, instead, to work with the buy cycle – to recognize where your prospects are at and when the best time to market to them is.
It’s also important to understand that marketing to prospects in various stages of the buy cycle is different. Your messaging to someone who has just become aware of a problem they need solved is going to change drastically from messaging where they’re negotiating for purchase.
Learn How to Decode The Buy Cycle And Boost Revenue Through Greater Customer Relevancy
Click here to download the free, in-depth whitepaper report “Decoding The Buy Cycle: How Do People Buy From You?” This report will be sent directly to your inbox, allowing you to gain a greater understanding of the buying process and how to market to your prospects according to which stage they are at in that process.