Buyer Decision Process

Buyer Decision Process

1. Need recognition

   • Create advertisements
     • On social media
       • Ads directly on peoples feeds
       • Through influencers
     • On paper
       • Newspaper
       • Magazines
     • External
       • Billboards
       • Free sampling
       • Events

2. Infomration search

   • Past marketing
     • What has attracted people in the past
       • Would it still be successful?
     • Past buyers
       • What are their reviews, what can they use to advertise again
   • Look at what is trending now
     • What features does the product have, that can be used to attract people

3. Evalutation of alternatives

   • Compare and contrast how their product is better
     • Having a website where product sold is presented as best option
   • Market themselves as better without saying brand name for EU
     • In US can directly quote competitors and say how they are better

4. Purchase decision

   • Offer discounts as a first-time buyer
     • Percentage off
     • Free delivery
     • Buy 2 get 1 free
   • Trail days
     • Allow the consumer if making a big purchase to try product
       • Car, drive it first
         • Open days to visit and see vairous models
       • Mattress, 100 days of sleep
       • Online clothes shopping, buy and easy return
         • Zalando
   • Give a live q&a function if unsure
     • Offer space to aks questions
       • Market as a customer friendly company

5. Post purchase behaviour

   • Send out surveys
     • Ask how product is in various time gaps if a big purchase
   • Give 'membership' advantages for next buy
     • Sign up and next time more personal service
       • Collect points get rewards
   • Offer a warranty of some time