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Buyer Readiness Stages

Define the term Buyer Readiness Stages in brief?

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Buyer Readiness Stages:

Before a customer makes a purchase, he or she first goes through a series of stages called “buyer readiness stages”.

• Awareness- Before the company starts selling, it must make contact with those who want to purchase. It should create advertising and promotional programs that’ll make its name conspicuous and will attract serious buyers.

• Knowledge- Once prospective clients know company’s name, they begin the process of acquiring knowledge about what it offers. Therefore, the advertising efforts should establish it as an expert — perhaps even a specialist in one or more niche areas.

• Liking- it is a general perception that customers tend to buy from people or companies they feel positive about. Entertaining ads, for example, will convey warmth and the “humanity” of the company. The company should direct its creative efforts toward making the experience joyful, inviting and approachable.

• Preference- Benefits statements are the key to making prospective clients .it is essential that the business provides its target customers with reasons to do business with it.

• Conviction- the advertising should build the customers’ certainty that the company is reliable. Client testimonials, for illustration, just provide the right reinforcement for the preference so created.

• Purchase- on one occasion prospective clients has decided to seek the company, expert sales skills are critical to helping them make the right purchase.

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