Effective sales and promotions guide potential customers through a purchase decision funnel, from awareness to becoming loyal, repeat customers, by addressing their fears and building confidence in the product’s value.
Primary Implication
A low sales conversion rate reflects the failure to convert prospects into customers. Most often, this is a failure to lead prospects through a repeatable sales path that results in them buying the things they need and want from you at a profit.
Don’t let ineffective sales techniques rob you of new customers. Don’t be like those who see sales as a dirty part of the business. Learn to see the sales process as helping people buy the things they need.
Overview
Purchase Decision Funnel: 7 Stages to Customer Loyalty
The purchase decision funnel is a roadmap for guiding potential customers toward becoming loyal, repeat buyers. It works by addressing their fears and building confidence in your product’s value.
Think of it this way: when a customer is considering a purchase, any uncertainty makes it harder for them to see the value you offer. Their doubts fade away as they gain confidence in your company and believe your solution will truly solve their problem.
Here’s how the 7-stage funnel works:
- Awareness: Introduce what you do. Make sure potential customers know you exist.
- Consider: Spark their interest. Give them compelling reasons to pay attention.
- Interest: Keep them engaged. If they like what they see, they’ll continue. If not, they’ll move on.
- Shop: Encourage them to explore. They’re now actively considering a purchase.
- Intent: Be the obvious choice. Make it clear why they should buy from you.
- Buy: Celebrate the win! You’ve gained a new customer.
- Love: Foster lasting relationships. If customers love your product, they’ll likely return for more.
Why the Purchase Decision Funnel matters:
Most customers don’t go directly from “awareness” to “buy.” They need to be nurtured along the way. Effective promotions guide them through each stage, providing the information and reassurance they need to make a decision.
Keep your audience inquiring:
The key is to keep your audience engaged and curious. An inquiring mind is open to buying. Once they feel confident in their understanding of your product’s value, they’ll decide whether to buy or not.
The ultimate goal:
Ultimately, you want your customers to love what they buy from you. This creates loyalty and encourages repeat business. When customers truly appreciate your product, they’re much more likely to come back for more.
