The importance of the consumer purchasing cycle in your strategy

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Your structure is in place. The sales team is well aligned and connected to other departments through processes. Your company's organization is functioning perfectly. But are you able to communicate this to the external public? If so, this is the beginning of consolidating your credibility. This is because the credibility built by your company is essential in your consumer's decision-making process.

To be able to form a community that consumes your product and even promotes it, it is necessary to talk directly to the public.

But the trick is to know that you shouldn't always talk to your consumer in the same way. All potential buyers go through what we call the sales cycle, or purchasing paraguay mobile database cycle . This cycle is nothing more than the natural order in which your lead tends to go from the moment they discover your brand to the moment they recommend it to their friends.

consumer buying cycle
In the awareness stage, you can explore different communication channels, since this phase aims to promote your brand and show potential customers that your company exists. After becoming familiar with your brand, customers will go through the consideration stage, where they will research your company further and understand whether the benefits offered are truly compatible with what they need.

Once they know the company and its attributes, they will be ready to buy. If the experience is positive, there is a chance of successfully retaining that customer by selling new services or complementary products. After several successful experiences, the company itself trains advocates. Its customers have become promoters of the brand, always highlighting the good experience they had and recommending it to friends and family whenever possible.

I already know who to talk to and when to talk to them. What now?
After a well-built structure and solid positioning, the next step is to prepare for lead generation strategies. Unfortunately, lead generation actions do not come from a ready-made recipe, but rather from a good strategy suited to the investment, structure, business model and sales cycle.

As an example, we can mention construction companies and real estate agencies. Selling properties always requires creating different personas , since you can be dealing with people from young people who are getting married to people who are getting divorced. To do this, you need to prepare yourself to communicate with these different audiences. Therefore, you need to find the best way to establish a relationship with them.

Through some diagnostics of keywords, search behavior and purchasing behavior, it is possible to check whether it is the best path to advertise on Facebook, Instagram, Google or simply carry out SEO work to gain qualified traffic. Just as it is possible to start an Inbound work, since the journey to make a decision is long when it comes to purchases with a higher average ticket, it is also possible to develop the public step by step within a sales funnel.

In any case, regardless of the way you will attract the public to generate leads, the important thing is what will be done with this lead, how they will be contacted, what will be the approaches with them and what is the best time to offer your product to them.

For these reasons, it is important to have complete knowledge and control over all aspects of your market, knowing the profile of all those who may one day become your customers, understanding how they behave, how and when they make the decision to buy a certain product. Only then will it be possible to identify all the threats and see all the opportunities to become a differentiator in the market.