Beverage Depot
appen dec 2010

The three phases of buying

February 03, 2014
Are you trying to get new customers to buy your products or use your services? Does the process of acquiring new customers take too much time? Do some potential customers never buy anything? New customers go through three phases of buying before they actually become customers, and knowing these phases will help you to accelerate the process and acquire new customers faster.

The first phase in buying is that a potential customer must be aware that your business offers specific products or services. If no one knows what you do, and what products or services you offer, you're probably not going to attract them to become a customer. Advertising, marketing, social media and word-of-mouth can help build awareness.

The next phase is generating interest on the part of a potential buyer. To generate interest, your product or service has to appeal to the buyer in a way that they will want to learn more, see more and even try your product or service. Generating interest requires that you demonstrate the value your product or service can provide. No one will want to spend their money unless they get something in return.

Once awareness and interest are generated with a potential customer, the final stage of buying is motivating them to buy. This is best done by succinctly articulating the benefits of having your product or using your service. If a potential customer understands the value and benefits of your product, they will be much more likely to buy.

Buyers typically go through these three stages of buying. They become aware, then interested, then motivated. Marketing and selling your product with this in mind will help you to acquire more customers faster!

Dick Jones is the Founder & President of Jones Simply Sales in Alpharetta, Ga. As a 4th generation sales professional, he has over 30 years of experience advising, coaching, consulting and working with small business owners. Office: 770-663-4681, web:
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