Get Familiar with the Buyer’s Journey
You’ve probably noticed that consumers today are more cognizant and wary of sales pitches than in decades past. It’s becoming more and more difficult to walk up to a person and try to sell them your product. In fact, approaching them in such a direct manner may ruin any chance of selling them something they otherwise might be interested in.
“Don’t call us; we’ll call you,” might as well be today’s mantra among consumers. This is why it’s so crucial for sales and marketing teams to understand the modern Buyer’s Journey.
Companies may differ on how they interpret today’s buyer’s journey, but at Eminent SEO, we believe it progresses in five distinct steps:
Do you want to make that sale, after all? Then you have to be patient and feed your target customer the knowledge they need to make that purchase – likely weeks, months or possibly a couple of years down the road.
Once you get a grasp of the buyer’s journey, you will start to determine how long it usually takes to close one of your leads into a sale, and what you need to do along the way. You will also start to figure how to qualify your leads better and provide them with useful resources.
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Buyer’s Journey Takeaway[clickToTweet tweet=”The buyer’s journey is a long road, and sales teams need to understand that leads don’t close overnight. They also do not want to be sold. A solid strategy requires an integrative sales and marketing nurturing approach.” quote=”The buyer’s journey is a long road, and sales teams need to understand that leads don’t close overnight. They also do not want to be sold. A solid strategy requires an integrative sales and marketing nurturing approach.”]
Resources to Further Understand the Buyer’s Journey
How to Convert Leads into Sales by Understanding the Buyer’s Journey
How to Build an Aligned Sales and Marketing Strategy
Business & Marketing Tips
Here are some simple steps to consider when nurturing leads or developing a lead-nurturing strategy for your sales team:
- Segment your leads.
- Build a lead-scoring strategy and score your leads.
- Develop canned responses for your sales team.
- Invest in more targeted content for various buying stages.
- Start the conversation.
- Remember that less is more (simple landing pages).
- Automate as much as possible.
- Be timely in your responses.
- Be personal.
- Align your sales and marketing strategies (see the “Related Reads” section above).
Buyer’s Journey FAQ
Q: In which stage of the buyer’s journey do most Facebook ad referrals fall?
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