Every interaction your client buyer persona has with your business should be where they are at in the buyer’s process. You need to provide the structured guidance and value they need at their point in the buyer’s process. According to the inbound methodology you need to attract, engage and delight your prospective clients and current clients. Meet where your clients are, and reduce the friction leading up to making a purchase. Build trust, be human, and helpful. Personalize your prospect’s experience across sales, marketing, and service. Buyer’s Process Awareness Stage: Your prospective client realizes that they have a problem or opportunity. Consideration Stage: your prospective client defines their problem and does research for options to solve it. Decision Stage: Your prospective client chooses a solution and makes a purchase. Post Decision/Purchase Stage: Your new clients evaluates the decision he made to purchase from you. Don't lose your buyer at the stage. The first 100 days is incredibly important.

1. THE CLIENT
BUYING
PROCESS
BUYER’S PROCESS
AWARENESS
STAGE:
Your prospective client realizes
that they have a problem or
opportunity.
CONSIDERATION
STAGE:
Your prospective client defines
their problem and does research
for options to solve it.
DECISION
STAGE:
Your prospective client chooses a
solution and makes a purchase.
POST DECISION/
PURCHASE
STAGE:
Your new clients evaluates the
decision he made to purchase
from you. Don't lose your buyer at
the stage. The first 100 days is
incredibly important.
∙ What specific words or phrases prospective
clients are using to describe their challenges?
∙ How do buyers educate themselves on goals and
challenges?
∙ What’s the consequence of inaction?
∙ How do clients and prospective clients decide to
prioritize to solve their problems?
∙ What are common fallacies in their thinking?
AWARENESS STAGE
CONSIDERATION STAGE
POST-DECISION STAGE
DECISION STAGE
Did you give an individualized thank you call?
Thank your new client for your trust and answer
any additional questions.
Make a “Welcome to the Family” video
customized to your new client.
Email your new client a third party
testimonial to validate their wise purchasing
decision with you.
In the first three months, are they satisfied with
the product you provided? Did you send a Net
Promoter Score Survey?
M a r k e t i n g
∙ What products or solutions do prospective
clients or clients investigate? Can they be
lumped into product lines or service lines?
∙ What are the pros and cons of each
product line?
∙ How do clients decide which product is
right for them?
∙ How are clients learning about each
of the products?
They can look at the website, online ads,
blogs, social media, print media, Reddit or
Wiki or other options.
∙ What criteria are prospective clients and clients
using to evaluate the available product and
service lines?
∙ What did your clients like about your product
line? What worries do they have?
∙ Who all needs to be involved in the purchase
decision? What questions do different decision
makers have?