Content marketing plays a huge role in creating a buying vision because, in the early stages of the buying process, your buyers will likely do this initial research on their own.
The problem is a lot of marketers are catching up on creating content, and the natural result is that not all of the content out there is perfectly curat!. Because the entry barrier to creating content is really low (anyone can go and create a blog), there are actually tons of unstructur! content out there that your buyers are reading in addition to yours. Your buyers are expos! to all of that and are confus!.
You’ll face inherent challenges to creating the buying vision, positioning your message for both decision makers and influencers. Failure to establish a powerful presence this early on can end with you not being consider! by the prospect for the final decision.
B2B buying process
Recognize Opportunity
At this point, your buyer is reaching consensus on the definition of the problem. This is an internal realization that the status quo doesn’t ne! to be what it is and that there is a better way. It’s like painting a picture of heaven using inspirational cues.
How would your life be if you didn’t have to senegal whatsapp number data 5 million deal with the issue? Here is an example of an inspirational video for a B2B software company .
B2B buying process
Image Cr!it
Priority Shift
Now, one thing is that your buyers agree that there is an opportunity, and another is to make the determination that the opportunity ne!s to be act! upon, i.e.
Agreeing to the fact that there is a problem
doesn’t imply agreeing that the problem ne!s to conduct contract negotiations be fix!.
The priority shift occurs when your buyer agrees to alb directory putting the necessary resources into solving the problem, and a formal procurement process starts. At this point, their buying process is formally starting.
Understand that, in the B2B buying process, status quo is a reference to a dilemma, hurdle or other problem that your prospect is experiencing in its business operations. This can manifest in any number of things, from lost revenue to lost efficiency to lost business opportunities. Whatever the dilemma is, your prospect is stuck in it due to the status quo of being reluctant to change.