Or, as Bryony Thomas prefers to call it – How real people really buy things. This article is the first in a series for Smart Insights exploring and clarifying marketing fundamentals.
When people are buying something that’s important, expensive, or risky, they don’t generally do it on a whim. They go through a few stages weighing up options and looking at alternatives. Every step on this journey is one where they could lose interest. By plugging gaps between stages, you will generate and retain more profitable customers.
How considered is their buying decision?
People don’t typically go from blissful ignorance to paying customer in one great leap. They go through a series of thought processes along the way. The more important or risky that decision, the more this seems to apply.