Understanding why the Buyer’s Journey is so important in your strategic marketing mix will deliver two important outcomes for your business.
- Gets you to revenue quicker
- Stops wasting marketing money
Why is Buyer’s Journey so important? There are three reasons.
When Growthology begins working with clients, our team asks them to look at how their last 10 customers came to their business. Our team looks through what source and which channel. After that, we ask them to help us understand what their business did to them, from the first touchpoint up to when the dollars came in. Hence, that’s how Growthology defines the Buyers Journey.
Just to clarify, Growthology defines a touchpoint as follows:
- a phone call
- an email
- attending a presentation
- attending a webinar, etc.
It is anything that your business touches your prospect’s business.
If you get the Buyer’s Journey right in your business, it means you will achieve the following:
Better Alignment Between Marketing and Sales
The top FAQs we receive are about marketing and sales – how do they work together? how should they work together? It is very simple – if we look at the touchpoints that our business has with our prospect clients, they will be a combination of marketing and sales. Moreover, it could be that your marketing campaign opens and nurtures the conversation and the sales closes and converts. Each company is unique, however these two roles need to work together for your company to achieve revenue success.
If your business gets the first point right, it means you were able to save money and time. If your company knows what constitutes its client’s journey, it still needs to be monitored and reviewed. Yet, in the main you can accept this is a redo-able process that provides you engagement and increases the revenue.
You can use Client’s Journey to manage your pipeline. If you know where your customers are on the Client’s journey and you know how they respond or react to your touchpoints, then you can shift them to the next touchpoint and eventually to the sale with control and to your business’ time frame.
When done well, it will allow you to oversee how many opportunities you have at each touchpoint, which means it is clear where your business development needs work.
We developed the structured formula 9 Boxes from a passion to help small and mid-tier businesses get access to corporate marketing thinking. Growthology wants to raise the marketing bar, changing the way companies engage with marketing.