Seven Ways to Understand a Buyers Journey and Reap Reward

Understand the buyer’s journey – Every potential client goes through the same steps in getting to know you and hiring you.  They need to,

  • Know your name (Awareness)
  • Know what you do (Understanding)
  • Feel like it is relevant to their job and business (Interest)
  • Know you can do the job (Respect)
  • Feel like you have your best interests at heart (Trust)
  • Have the resources to hire you (Ability)
  • Be ready to pull the trigger (Readiness)

The absence of any one of these elements can block you engaging with someone you can help.  Make sure you go to market with a balanced approach.  All billboards (Awareness) and no case studies (Respect) will keep you from connecting with potential clients.

We buy services from people we know, respect and trust or who are recommended by someone we know, respect or trust.  Don’t be defeated by the enormity of your locale.  Pick your niche and farm it diligently.  In time you will reap the harvest.

Tom McMakin is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for consulting and professional services firms.  Previously, he held leadership positions in private equity and served as the chief operating officer of Great Harvest Bread Co, a multi-unit operator of bread stores.  Tom is the author of Bread and Butter, a critically-acclaimed book that describes his work at Great Harvest and how he and his team created a nationally recognized corporate learning community and culture of best practices using collaborative networks.  He has appeared on the pages of Fast Company, Inc Magazine, Newsweek, Business Week and The Wall Street Journal and speaks widely.  He is a graduate of Oberlin College and former Peace Corps Volunteer in Cameroon.

[livemarket market_name="KONK Life LiveMarket" limit=3 category=“” show_signup=0 show_more=0]