Demand Generation

Buyer’s Journey

What is the buyer’s journey?

The buyer's journey is a fundamental concept in B2B marketing that describes the process prospects go through before making a purchase. The buyer's journey is typically split into three main stages: awareness, consideration, and decision-making.

In the awareness stage, prospects become aware of a problem or opportunity they have, and begin to research and gather information about potential solutions.

In the consideration stage, prospects evaluate different options available to them, comparing features, benefits, and pricing.

Finally, in the decision stage, the prospect narrows down their choices and ultimately sets on a solution to purchase, before completing the deal and converting into a client.

What is the purpose of studying the buyer’s journey?

By analyzing the buyer's journey, marketers can better understand the needs and motivations of their prospects at each stage of the purchasing process. Such understanding helps marketers to tailor their messaging and content to match the prospect's needs and provide value throughout the entire process. This, in turn, can help build trust and establish a relationship with the prospect, ultimately leading to a higher chance of conversion and client loyalty.

How does the buyer’s journey work?

The different steps of the buyer's journey serve as a framework for marketers to better cater to the evolving needs of prospects as they progress throughout their journeys.

For prospects in the awareness stage, marketers should focus on creating content that educates and informs the prospect on issues relevant to them, building trust and credibility. Fostering brand awareness is equally important to attract these prospects and to keep your brand top of mind, as well as securing positioning as a possible solution provider.

In the consideration stage, marketers must provide value by showcasing the benefits of their solution, informing their prospects on how their products and services can help solve their problems and challenges, as well as help them reach their goals. Furthermore, content in this stage should also strive to dispel any objections or concerns the prospect may have.

Finally, in the decision stage, as prospects have narrowed their options and are working towards a final decision, marketers should continue building trust and relationships, but also strive to make the decision making process as smooth and easy as possible—usually with the aid of SDRs who can leverage their closer relationship to the prospect to pitch custom-tailored offers and educational content. Offering clear pricing and purchasing options are also essential for this stage.

Why is the buyer’s journey important?

Understanding your client's journeys throughout your buying process is a great source of actionable insights capable of improving the efficiency of sales and marketing initiatives, such as identifying gaps in their content or messaging, or the areas where prospects are most likely to drop off. This way, marketers ensure the delivery of valuable messaging to their prospects throughout the entire process, fostering trust and promoting relationships.