Making the Most of Your Time with Buyers
The research shows that buyers spend about 17% of their time with salespeople during their buying journey. This means there's a significant portion of their time, around 94-95%, that salespeople don't have direct influence over.
To take your revenue organisation to the next level, it's crucial to understand how you can make an impact during the remaining time. This blog will explore key insights from the research and provide actionable strategies to help you maximise your influence.
Infiltrating the Research Process
During the early stages of the buying journey, buyers dedicate a significant amount of time to research. This is when they become aware of an issue, challenge, or opportunity and start seeking information.
As a revenue organisation, it's essential to identify where your customers and prospects conduct their research. By understanding their research process, you can strategically infiltrate this stage and provide valuable insights to guide their decision-making.
If you’re curious to know more about your revenue funnel, click below to start your assessment. You’ll get a result and a detailed report on what you can do next, in less than 5 minutes
Researching Independently Offline
Approximately 18% of buyers conduct their research independently offline. To make an impact during this stage, it's important to break down the research process into smaller, actionable steps. By understanding what this research entails and where it fits within the overall buying journey, you can position your organization as a reliable source of information and guidance.
Influencing the Buying Group
When buyers reach the stage of meeting with the buying group, it's crucial to understand who these stakeholders are and what their roles are in the decision-making process. There are "above the line" decision-makers who are accountable for results, "below the line" decision-makers who are in the trenches working on the problem, and the c-suite who hold the ultimate decision-making power.
By understanding the dynamics of the buying group, you can tailor your approach and resources to address their specific needs and concerns. This ensures that your organisation is well-positioned to influence their decision-making process.
Researching Independently Online
Another important stage in the buying journey is when buyers conduct research independently online. This involves digitally seeking information, attending webinars, requesting demos, and engaging with various resources. While these actions indicate intent, they do not guarantee a purchase.
To make an impact during this stage, it's essential to understand the specific actions and activities buyers are engaged in online. By providing the right information and addressing their specific questions or concerns, you can enhance their buying journey and increase the likelihood of a successful outcome.
Facilitating Decision-Making
One key takeaway from the research is the importance of facilitating and serving buyers throughout their buying journey. It's not enough to simply label stages as "Discovery" or "Demo." Instead, your processes and engagements should align with the psychological and logical processes buyers go through when making a purchase decision.
By creating a coherent and orchestrated buying experience, you can help buyers make informed decisions and navigate the abundance of information available to them. This involves understanding their needs, providing relevant resources, and guiding them towards the desired outcome.
Transform your Revenue Funnel Connect with us to get closer than ever to your ideal customers.
Considering how you get started? We thought that may be the case and we created a guide to help you. Click here to access it
Make sure to follow us on LinkedIn and share your thoughts
A Buyer's World, is our insightful podcast hosted by CEO & Founder of Revenue Funnel Hannah Ajikawo
FAQ’s
Q: How can I impact a buyer's research process?
A: To impact the research process, start by identifying where your customers and prospects conduct their research. Consider both offline and online channels. Then, provide valuable insights and information through targeted content, webinars, or workshops. Position your organisation as a trusted source of knowledge in your industry.
Q: How can I influence the buying group?
A: Understanding the dynamics of the buying group is essential for influencing their decision-making process. Identify the key stakeholders involved and tailor your resources and messaging to address their specific needs and concerns. By demonstrating expertise and providing value, you can become a trusted advisor to the buying group.
Q: How can I facilitate decision-making?
A: To facilitate decision-making, ensure that your processes and engagements align with the buyer's journey. Focus on creating a coherent and orchestrated experience that guides buyers through each stage. Provide relevant resources, address their questions and concerns, and make it easier for them to make informed decisions.
By understanding the research insights and implementing the strategies outlined in this blog, you can enhance your organisation's ability to significantly impact buyers' time with salespeople. Remember to continuously evaluate and adapt your approach to meet the evolving needs of your customers and prospects.
