The customer buying cycle is the process that a customer goes through, starting as a cold prospect and finishing as a hot buyer.
Each of your marketing campaigns must be different, based on what stage of the customer buying cycle it is aimed. When talking to cold prospects, you’re going to use different words and a different tone to if you’re talking to hot buyers.
In this video, filmed at the Diamond Mastermind in Jamaica, Norbert Orlewicz teaches you the different stages of the customer buying cycle and how to talk to your customers in each stage.
STAGE 1: UNAWARE
The first stage of the customer buying cycle is total unawareness. In this stage, people are unaware they even have the problem that your product or service solves.
For this reason, you can’t immediately launch into selling your product or service, because they won’t yet believe it can help them. Instead, you must first show them what the problem is.
For example, if your product helps people lose weight, the people in this stage of the cycle are those who don’t yet realize that being overweight is bad for their health.
STAGE 2: PROBLEM AWARE
The second stage is when the customer knows they have a problem, but they don’t yet know how to solve it.
What’s the right message to share with these people? You want to show them the solution to their problem.
In the example of weight loss, you want to educate these people about what they need to do to lose weight and get healthy.
STAGE 3: SOLUTION AWARE
In stage number 3, the customer is well aware of the solution to their problem. They’ve been searching for solutions, but just not bought anything yet.
This is the stage to introduce your product. Your customer knows they have a problem and they know what they need to do to solve it. They just need to believe that your product can be the solution.
STAGE 4: PRODUCT AWARE
In stage number 4, your customer already knows about your product, but they’re still not at the point of commitment. Maybe they’ve been procrastinating. Maybe they’ve been researching your competitors. They’re aware of the companies and brands in your industry.
When speaking to these people, you can use language that only they will know.
STAGE 5: ACTIVELY ENGAGED
The final stage of the cycle is when your customer is actively engaged. They’ve made the commitment and spent money with you.
Now, you want to get them to buy again. You’re going to address more sophisticated problems and talk to this customer on a more intimate level.
The MOBE Gold Masterclass goes into more depth on this topic. It will show you how to find customers, sell to them and build a consistently profitable business using a Customer Acquisition Process. To learn more about the Gold Masterclass, click HERE.