Helping you understand what stage your buyer is at.
Too often the selling process is thought of as something that the seller does TO a buyer – not something they should be doing WITH buyer.
At Terry Forsey Consulting. we describe the subjects as either ‘active buyers’ or ‘active marketing targets’.
An active buyer – someone who has a clear pain to solve and good idea of what they are seeking to solve it. As a result, they will be ready to engage with a seller to evaluate what is available.
An active marketing target - someone who you want to engage with or is already engaging with your marketing activity. They are investing time learning what is possible and researching alternatives to clarify their understanding. They are too early in their journey to be ready to engage with sales.
Active marketing targets might be anywhere from two-thirds to 90% of the way through their journey before they want to talk to a salesperson as an active buyer.
To help smaller software businesses sell more successfully, we have created a table to help you gain a clear picture of your buyer state.
It helps you to understand what stage they are at and what you need to do in order to help their decision making easier.
If you are struggling to sell your software and would appreciate some expert support and guidance, please call us to arrange a free no obligation consultation on 01536 771440 or get in touch through our website.