The Buyer's Journey - what is it?

Published on 17 March 2017

People looking at their journey times at a train station

There are many potential customers out there on the internet. Between the problem they have, and the solution you have for it, there is a lot of information that they could get lost in. In order to help you potential customer along thier way to finding your solution, there are different stages in which you can help guide them.

  1. Awareness Stage: This is where the buyer discovers they have a problem that needs solving.
  2. Consideration Stage: The buyer defines what their problem is, and researches potential solutions.
  3. Decision Stage: The buyer makes an informed decision about which solution to choose.

How to define it

Most importantly, you need to understand your target audience. You can do this by gathering information from existing customers, and sales people within your company who have experience of discussing your customer’s pain points.

Awareness

At the Awareness stage, a buyer identifies their problem/challenge that they need a solution of. Some questions to ask: How does a buyer explain their goals or challenges? How does a buyer research their problems? What happens if the buyer doesn’t resolve their problem? How does a buyer prioritise their problem?

Consideration

During the Consideration stage, a buyer defines what their problem is, and commits to solving it. They will also review the potential solutions available. Some questions to ask: What types of solutions does a buyer look for? How does a buyer research the solutions? How does a buyer choose the type of solution that is right for them?

Decision

In the Decision stage, a buyer makes an informed decision about which solution to choose. Questions you should ask yourself to define the Decision stage are: What are the criteria that a buyer uses to choose from the possible solutions? What potential concerns does a buyer have with your solution? Who makes the decision?

Conclusion

Answering these questions will give you the ability to understand your potential customers, and tailor any marketing activity around these 3 stages.

About the author: Jon Munson

As a Digital Delivery and Operations Consultant, I have honed my skills while working with some of the most dynamic and innovative digital agencies in the industry. I've had the opportunity to work with teams that are punching well above their weight, and I understand the unique challenges they need to overcome.

I’ve worked as a developer, project manager, producer, head of operations and delivery lead. Now it’s time for me to help teams like yours grow and win!



3 ways I can help you:

  • Consulting for your business: I'll work with your team to develop or improve processes around how you deliver work, operate your business, and give your customers a great experience.

  • Coaching your team: I'll coach your team to level them up, implement process, or support them through any issues they are facing - no matter what their experience level.

  • 1-2-1 Coaching: From junior project manager, to operations director - I'll work with you to get where you want to be, coaching you through challenges and process every step of the way.



Join my mailing list:

For insights and advice on management, process, tools, tech and strategy to get better at what you do, and ultimately grow your career and/or business.

Your subscription could not be saved. Please try again.
Thanks for joining - Your subscription has been successful.