For a really simple way to visualise your customer’s journey online, simply picture a local car showroom. Then take a look at your competitors’ digital marketing efforts.
How many are the equivalent of a showroom salesperson walking straight up to a new customer and saying ‘buy this now’?! Basic sales training would suggest that asking a ‘yes’ or ‘no’ question at such an early stage is a recipe for a lost sales opportunity.
Your business deserves better. Instead…
What are the digital stages of awareness, interest, consideration, purchase, retention and advocacy for your potential customers? In a physical sales environment, these steps are a tried-and-tested approach. Why should online buyers be any different?
Useful content, landing pages, reviews, eCommerce, mailing lists and customer social sharing can be used to give your audience the time and space to buy when they are ready AND maintain a relationship with your business.
Much better than a yes or no ‘buy this now?’ hard-sell.
In a physical shop, you wouldn’t expect a customer you know to be an impulsive, early adopter and someone who likes to research to behave in the same way. Similarly, online audiences should be given the same scope to be themselves.
Segmenting of customer groups, with tailored content, can be one way to make this happen. Otherwise, the content seen across your digital presence should make it possible for buyers to react in their own way.
You already know what a great sales process looks like. How? You’ll have been on the receiving end of one! Think about a time when you were truly impressed with a sales process, then break it into the steps above.
How could this be replicated online for your audience? If you’re unsure, ProfileTree can draw up a digital marketing strategy customised for your business, your potential buyers and your company goals.
Let’s take time to understand your buyers…together. Then go above and beyond. Every time.
We’ll show you how.