Why understanding buying cycles is key to successful sales
- Chris Haycock
- Tuesday, July 30, 2019
Understanding how people buy is the secret to unlocking a whole new bag of techniques that will help you to increase sales.
Think of the buying cycle as a journey.
You don't just rush out and buy a new car from the nearest dealership.
It's more like a journey, with a series of steps that you go through first.
But you know what? Most marketing teams (even in big business) overproduce strategies that concentrate on just one small part of that journey.
They'll mass-produce adverts that are only timed with the actual buying stage.
If you're doing this then you're missing out on a trick.
When you understand the full journey (awareness > research > evaluation > decision) you will be able to use JIT (Just in Time) marketing strategies that guide people towards YOUR BUSINESS, rather than your competitors.
By the time your customers are at the "Purchase" stage, by using activities throughout their buying cycle, you've already established dialogue between you both, which significantly raises the possibility that they will buy from YOU.
Not only that, but you'll have systems in place post-purchase that will create repeat sales - time and time again.
Sure, this infographic looks daunting, but there's a good chance that you're already using some of the JIT techniques to help your customers.
But please, for your business' sake, take some time to look at the buying cycle to see how you can introduce some activities that address your customer's journeys.
Very few businesses do this. But if you do, I guarantee that you'll leapfrog your competitors.