6 Steps of the Client Buying Process

Clients move through the same six steps as they cycle through the buying process. Digital Visibility Strategies understands this process and uses it as a guide to provide digital marketing consulting to our partners. We empower you with the guidance, tools, and support you need to increase your sales and profits. Understanding this six-step process will greatly impact your marketing ROI and change how you communicate with your clients.

Step #1: Your Clients Needs to Know That You Exist

Prospective clients and customers will discover your company or business by searching on Google, finding you on Facebook, discovering you on Yelp, seeing you on Instagram, or one of the many other places your target clients look for services like yours. 

Ninety-seven percent of buyers learn of new local businesses through search queries on the internet.

Step #2: They Have to Like You

After a potential client or customer has found your business, they will begin to research your company. Over 53% of buyers will check out a business on social media before considering making a purchase.

This means that it is essential to manage your social media platforms’ presence and ensure that clients have the chance to get to like you.

Step #3: They Will Trust You

Trust is one of the most critical decision-making factors that your potential clients use to decide if they are willing to engage with your business and make a purchase or complete the desired action. To build trust, your potential customers are going to investigate your reputation by searching throughout the internet.

Over 93% of potential buyers will read online reviews and ratings before making a purchase decision. This means you need positive online reviews, which you respond to, so that prospective clients see that you are responsive and engaging.

Step #4: Make A Compelling Offer

After a potential client gets to know you, like you, and trust you, they are ready to learn more about your compelling offer. This is the step in which they become open to buying.

A compelling offer is directed towards your target market, with a message that lets them know you will meet their needs and guides them towards taking immediate action.

Step #5: Time to Convert

When a buyer moves from a potential customer to a new customer, a conversion has occurred. Making sure your process of converting is easy and intuitive is essential.

Step #6: Influencing Future Buyer

To keep the buying process moving and growing, you will need your current customers to let potential buyers know that they can trust you. This happens through positive reviews and promoting or discussing your products and services on social media.