31/08/2023
Most businesses get this wrong. They think they've got a straight sprint from attention to sale. But your customers? They're running a relay, and you need to be there at every handoff.
1. Curious: Discovery & Education
This isn't about closing a sale. Not yet, anyway. It’s about showing up when they're having a nosy around, fuelling their wonder.
Offer resources that aren't just fluff but genuine gold. Make them think, "If this is what they give away for free..."
2. Customer: The Purchase
When they're ready to buy, make it as straightforward and hassle-free as clicking 'play' on your favourite song.
• For the "I'm ready let's go": Have a straight path laid and a clear next step.
• For the "I'm want to but not sure yet": Maybe they want a clearer sign. Or a friendly guide. Or perhaps a demo of what awaits.
3. Cheerlead: Post-Purchase
Remember those nights where the after-hours party was better than the main event? Aim for that. Don't stop at creating a "convince your boss" template for people to email to their manager.
Think "convince the next curious person". This creates a cyclical effect for the next round of prospects in the research phase. It also reduces your efforts in phase 1.
Handy tools and graphics for sharing? Sorted. Curious check-ins with chances for customers to weigh in and help shape what comes next? Absolutely.
The companies that truly shine, they don’t just understand this relay – they run each stage with clarity and confidence. When you get this right, you don't just succeed – you become the benchmark that others aspire to reach.
And if you’re thinking, “Sounds great, but how?” – well, maybe we need a chat.