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Aired on February 11, 2020
Episode 26
The 3 Phases Of Your Customer's Buying Journey (What You Need To Know To Increase Sales)
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3 phrases of your customers' buying journey. First part is when the customers become aware of their problems. The second phase is the consideration part, find out more about the third phase in the podcast.

The 3 Phases Of Your Customer’s Buying Journey (What You Need To Know To Increase Sales)

Hey there, fellow entrepreneur! Whether you’re just starting out or you’ve been in business for a while, understanding your customer’s buying journey is crucial to increasing your sales. By recognizing the three key phases your customers go through, you’ll be better equipped to meet their needs and guide them towards making a purchase. Let’s dive into the essentials of each phase and how you can leverage this knowledge to boost your sales.

Phase 1️⃣: Awareness

The first phase of the buying journey is when your potential customers become aware of a problem or a need that they have. During this phase, they may not be aware of your brand or the solutions you offer. Here’s what you need to know to make the most of this phase:

Understanding Customer Pain Points

To capture your customer’s attention, you need to identify the pain points or challenges they are facing. Conduct market research, engage with your target audience on social media, and gather insights to understand what issues they are seeking solutions for.

Creating Educational Content

Equip your customers with valuable information by creating educational content that addresses their pain points. Blog posts, social media posts, videos, and infographics are all great ways to provide informative content that establishes your brand as a helpful resource.

Engaging in Social Listening

Use social listening tools to monitor conversations and mentions relevant to your industry. By actively engaging in discussions and offering solutions, you can position your brand as a valuable resource and build trust with potential customers.

Phase 2️⃣: Consideration

Once your potential customers are aware of their needs, they enter the consideration phase, where they evaluate different options and solutions. To guide them through this phase, here’s what you need to focus on:

Showcasing Your Unique Selling Proposition (USP)

Stand out from the competition by clearly articulating what makes your product or service unique. Whether it’s exceptional quality, innovative features, or outstanding customer support, emphasize how your offering provides value that others don’t.

Providing Social Proof

Customer testimonials, case studies, and online reviews play a critical role in influencing purchasing decisions. Provide social proof to reassure potential customers that others have had positive experiences with your brand.

Offering Comparative Content

Create content that compares the different solutions available in the market and positions your offering as the most suitable choice. Comparative guides, feature comparison charts, and demo videos can help potential customers understand why your product or service is their best option.

Phase 3️⃣: Decision

In the decision phase, your potential customers are ready to make a purchase. To ensure that they choose your brand, consider the following strategies:

Simplifying the Buying Process

Make the purchasing process as seamless as possible. Clear and intuitive website navigation, easy checkout procedures, and multiple payment options can reduce friction and encourage customers to complete their purchase.

Leveraging Retargeting and Remarketing

Stay top of mind by using retargeting ads to reach potential customers who have previously visited your website or interacted with your brand. Remarketing emails can also be effective in nudging potential customers towards making a purchase.

Providing Exceptional Customer Support

Outstanding customer support can be a deciding factor for many customers. Ensure that your team is equipped to provide prompt and helpful assistance, whether it’s through live chat, email, or phone support.


Understanding the three phases of your customer’s buying journey is essential for optimizing your sales process. By aligning your marketing and sales strategies with each phase, you can effectively engage potential customers, guide them towards making informed purchasing decisions, and ultimately increase your sales. Keep the customer’s needs at the forefront, and tailor your approach to provide value at every step of their journey. Here’s to elevating your sales game and building lasting relationships with your customers!

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Powered by RedCircle

Now if you have ever heard I can’t afford it, I need to think about it. I need to consult with my business partner, my spouse, my best friend, the Oracle, the stars, the heavens, you name it. I’m sure you’ve heard it, especially when it comes to selling your professional services, your expertise in your business.. Who has not heard those dreaded objections?

Today we’re talking all about how to overcome the biggest objections that you hear time and time again that are stopping you from being able to help. So that you can ultimately get more comfortable with your sales conversations.

Biggest Takeaways:

  • You need to be able to attract your perfect client just as much as you’re going to push away those folks that really aren’t going to benefit from working with you.
  • Prospecting is where you’re going out and putting yourself in situations or places and talking to people that potentially could be a really good fit for your products or services.
  • It’s okay to let customers go if they are not a good fit because hanging on may be the biggest detriment for your business and the long-term success and ultimately your reputation as a service provider, your reputation as an expert, your ability to generate results and your confidence and faith in your own belief of what you do. Just focus on the 1% that matters most.


  • A conversion is a purchase. A conversion is where people buy. A conversion is where people are given the opportunity to learn more about you and to actually work with you. [Tweet This]
  • When you’re more personal and more connected, it allows people the opportunity to really think about the decision that they’re making here because that’s all buying is. It’s making a decision. [Tweet This]
  • You need to let go of the folks that you can’t deliver with. It is completely okay. [Tweet This]


  • The three things that makes you magnetic [03:01]
  • Why it is imperative that you are looking in the right places for your ideal clients [05:20]
  • Why getting conversions is KEY and why you don’t need thousands of prospects for better conversions [06:46]
  • How to make your whole sales conversion process less transactional [09:52]
  • How to provide a great onboarding and delivery process so your clients will continue to want to work with you [13:47]
  • How I allowed one client who wasn’t a good fit to derail my business and how I got back on track [16:10]
  • Why it is okay to let clients go if they are not a good fit [21:06]

Bonus Resource:

6-Figure Blueprint: Finally Say “I’m Fully Booked”With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now.

Join Sales Mastery Society

If you’re done with putting things off and desire to master sales today so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sales Mastery Society and be the first to know when doors open!

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