The Buyer's Journey


 In my videos and here on the blog, I always speak from a sales coach perspective. This time, I want to talk about what it’s like to be the buyer.

 About a year ago, I was in the market reaching out to different people who can help me revamp my website. I asked a few companies to give me a quote.

The first person to get back to me asked me to fill out a Google form. I remember the final question asked: “What is your budget?”

And at that moment, I paused to think and just as quick, I realized that I had no concrete idea.

I’ve only ever had one website. So I’m not sure about the current trends in the industry and the difference between a $1,000 website and a $100,000 one. So I gave her a number: $5,000. Not long after, she got back to me and gave me a quote.

For the second website provider, we met at his office to discuss what I’m looking for and how he can help me achieve that. He gave a good presentation with a slideshow of the clients he worked with. But when he named his price of $72,000, I almost fell off my chair!

The third company I talked to went above and beyond. They really helped me understand how a website can boost my brand’s image, how it can help me tap into more prospects, how much more I can gain, and ultimately maximize its purpose.

Initially, I thought I can only shell out $5,000 for a website. But upon meeting with them, I realized that it was an investment. It was a no-brainer at that point in time to spend 5x more than the original quote. The deal was done and they did deliver!

Like me, each buyer goes through three stages before reaching the purchasing decision, namely: awareness stage, consideration stage, and decision stage.

First, we become aware of our problem. Next, we have clearly defined our pain points and start looking for possible solutions. And finally, we weigh our options and come up with the decision.

As a sales coach, that’s what we do: develop a winning sales strategy, reach out to our prospects, nurture them, and provide quality service to the customers. In the end, I went with the provider that gave the answer to all my dilemmas and more. They succeeded because they guided me so well on my journey.

If you aim to be like the third company in this narrative, we’d be more than willing to help you develop the right techniques and streamline your sales process accordingly.

Come talk to us. Don't hesitate to reach out! Together, let’s walk your prospects through their respective journey.

Learn to sell more, faster at KO Sales U.