Every business owner wants to make more sales in their business. And there comes a point in your business growth that you have to start looking and seeing what it’s what gets your customers to check out.
What makes them want to buy from you than anyone else. How do they find you? How long they take to make a purchase and so on.
Because to scale, you need a repeatable strategy that you can use again and again, and you need to know what to expect so that you can convert people from dream customers to real paying customers as quickly as possible.
The marketing model you need to help you achieve this?
The buyer’s journey.
What is the buyer’s journey?
Simply put, this is the journey your dream customers will go through from the first moment they meet you, until they make a purchase.
It’s not about making the sale, it’s about understanding where your customer is right now and meeting them accordingly with your content marketing strategy.
One of the biggest mistakes I see online business owners make is making this process really difficult. Both through their content and the lack of optimization in their social media accounts.
What are the three stages of the buyer’s journey?
So what does the buyer’s journey look like?
While the specifics may look different for each business, and there are many marketing models out there that represent the buyer’s journey, the most common one you’ll see online is a three-step process:
Attention/Update
Visa
Decision conversion
However, there are actually two more steps to the buyer’s journey that can have a huge impact on the bottom line.
Customer retention and customer advocacy; both have huge benefits to your business.
The latter is a powerful touch point for your ideal customer. A recommendation from a friend, family member or even another business owner can have a huge impact on your sales.
The first increases something we call customer lifetime value. I have created my own suite of offerings for maximum customer retention by having a clear succession path for my customers to go through.
They can start at Social $ales Society, then move to CCA and then FCA. If they are then looking for additional 1 to 1 support, they can also join my one to one coaching.
Not only that, I also ensure that I provide an amazing customer experience for everyone in my world, no matter what container they are in, so that actually I want to work with me for longer. This is because no matter how good your marketing is, keeping an existing customer costs far less in your marketing efforts than it does to generate new business.
Making more sales using the buyer’s journey
So, now that you know more about the buyer’s journey, how do you use that information to make more sales?
Well for that we need to have some story time.
Because at the beginning of 2022, my business had reached a period of stagnation, we still had a six-figure business which is incredible, but we had stayed at the same amount for a while. It’s like we lost our forward momentum and just sat back.
I almost gave up, I even told my partner to start looking for a job. I’m sure you’ve been there too right?
Instead, I decided to go back to my business.
I invested in high-level coaching and completely changed my content strategy to create content that truly took into account the buyer journey I’m sharing with you today and the types of content necessary at different stages of their purchase decision.
And the moment I changed my messaging, stopped trying to please social media algorithms, moved away from posting educational content tips and tricks, my sales skyrocketed.
About 5 times. Because this thing works! It’s a proven marketing framework, it’s not out of thin air.
We now make 5 times the amount we did from that simple switch. The power of creating content powered by buyer psychology that takes your ideal customer on a journey, hey!
Because it was so instrumental to our success, in the second quarter of this year, I analyzed every piece of content I wrote and looked at the sales that came from each piece to see what we could repeat this quarter.
I’ve decided to compile my top ten posts into a free guide where I break them down, step by step type of the content was, the intent behind the post (this is where we think about where the customer is in the buyer journey and adjust the content accordingly).
Finally, I shared the sales strategy behind the post so you can see why we posted the way we did.
PLUS, I wrap things up by letting you know EXACTLY what the results were from the post so you can use it to replicate similar results of your own.
Download our free content guide and talk soon
Claudia xx
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