Awareness Interest Consideration Decision Validation Purchase
What does the Buyer need to move through the Buyer's
Buyer's Buyer's
Buyer's Journey
Journey Journey
Journey?
• What is a reasonable
price?
• Help me through the
buying process.
• Help me work though
our internal purchasing
process.
• Can I talk to others that
have used your solutions?
• Help me justify the cost
and value.
• Are there 3
rd
party
references?
• I need to prove the
capabilities will work as
expected.
• Does it work within our
environment?
• How can I validate the
requirements of all
stakeholders?
• Does this solve my
problem?
• Is the benefit worth the
cost?
• Is this a priority for me
right now?
• Can I get others on my
team to go along?
• What solutions exist?
• What are the pros & cons
of these solutions?
• What can I learn online vs
in person?
• Is there a fix to my
problem?
• Are others struggling with
this?
• How do I define the
problem?
Buyer's Journey
…Buyer's need
