THE
BUYER’S
JOURNEY
A Payroll Provider’s Guide
Up to 70% of a
prospect’s
buying decision
is complete
before the first
contact with
you.
BUYER
Understand
Behavior
Create Understand Map
BUYER
PERSONAS
BUYER’S
JOURNEY
CONTENT
ACCORDINGLY
1 2 3
Create
BUYER
PERSONAS
1
Who is our
ideal
customer?
What does
he/she
value?
How does
our solution
fit his/her
needs?
2
Understand
BUYER’S
JOURNEY
Awareness
Consideration
Decision
Stages
of the
Buyer’s
Journey
AWARENESS
Buyer is experiencing and
expressing symptoms of a
problem and looking for
more information.
“My HR Assistant left the
company and I don’t have
anyone on staff to cut
employees’ paychecks.
What do I do? ”
CONSIDERATION
Buyer has clearly defined
and given a name to his/her
problem or opportunity.
“After researching online, I
found a whitepaper on
outsourcing payroll to
professional providers.
Turns out it’s pretty
co...
DECISION
Buyer has defined the
solution strategy or
approach for making his/her
decision.
“Based on the products
I’ve reviewed, I’d like to
use a payroll solution
like Payentry.com. I’ve
narrowed it down to a
cou...
Map
CONTENT
3
CONTENT
So which
is right?
eBooks
White Papers
Analyst Reports
AWARENESS
STAGE
Videos
Podcasts
Webinars
CONSIDERATION
STAGE
Case Studies
Product Comparisons
Live Demos
DECISION
STAGE
KNOW THE JOURNEY
SUBSCRIBE
FOLLOW US TO LEARN MORE
@MPAYInc
BLOG.MPAY.COM
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A Payroll Provider’s Guide to the Buyer’s Journey

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The “Buyer’s Journey” is the active research process a buyer goes through leading up to a purchase. Studies show up to 70% of a prospect’s buying decision is complete before their first contact with you. Are you marketing accordingly?

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A Payroll Provider’s Guide to the Buyer’s Journey

  1. 1. THE BUYER’S JOURNEY A Payroll Provider’s Guide
  2. 2. Up to 70% of a prospect’s buying decision is complete before the first contact with you.
  3. 3. BUYER Understand Behavior
  4. 4. Create Understand Map BUYER PERSONAS BUYER’S JOURNEY CONTENT ACCORDINGLY 1 2 3
  5. 5. Create BUYER PERSONAS 1
  6. 6. Who is our ideal customer? What does he/she value? How does our solution fit his/her needs?
  7. 7. 2 Understand BUYER’S JOURNEY
  8. 8. Awareness Consideration Decision Stages of the Buyer’s Journey
  9. 9. AWARENESS Buyer is experiencing and expressing symptoms of a problem and looking for more information.
  10. 10. “My HR Assistant left the company and I don’t have anyone on staff to cut employees’ paychecks. What do I do? ”
  11. 11. CONSIDERATION Buyer has clearly defined and given a name to his/her problem or opportunity.
  12. 12. “After researching online, I found a whitepaper on outsourcing payroll to professional providers. Turns out it’s pretty common and there are a lot of options available.”
  13. 13. DECISION Buyer has defined the solution strategy or approach for making his/her decision.
  14. 14. “Based on the products I’ve reviewed, I’d like to use a payroll solution like Payentry.com. I’ve narrowed it down to a couple providers in the MPAY Network.”
  15. 15. Map CONTENT 3
  16. 16. CONTENT So which is right?
  17. 17. eBooks White Papers Analyst Reports AWARENESS STAGE
  18. 18. Videos Podcasts Webinars CONSIDERATION STAGE
  19. 19. Case Studies Product Comparisons Live Demos DECISION STAGE
  20. 20. KNOW THE JOURNEY
  21. 21. SUBSCRIBE FOLLOW US TO LEARN MORE @MPAYInc BLOG.MPAY.COM
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