Validation In The Buying Process

validatedThe internet changes the game between the buyer and the seller. Second opinions are easy to access for a buyer. Assuming your lead generation systems and marketing automation are set up well, a new lead will be nurtured, scored and engaged when they are ready. There are analytics and systems which work effectively. However, trust is not built solely on marketing automation.

When a buyer is wanting something, they search and look specifically for their desired product or service. The choices may be numerous. Your competitors are just a click away. If they click off of your website, then you can easily be forgotten in their continual navigation.

Imagine what you do when you do start to hone in on some choices after searching. You gravitate to places of value. You are seeking validation. Here is how validation works within an inbound marketing process:

  • Content Which Educates. Sellers think about what they sell all the time. They forget that buyers think about many diverse things and have limited attention. They are new to a domain you are fluent and obsessive about. They don’t even know the right questions to ask. If you have content which educates then their searching and navigation continually draws them into your rich resources to help them understand value and orient themselves to your industry.
  • What Others Say. When the buyer decides that you are worth engaging because of what they see and feel from your inbound marketing systems, then they find validation in what others say. Testimonials, social media and other forums and sites which lend opinion about you are important. They build a picture of your credibility. It’s all out there. Be sure your goodwill and success stories are captured and searchable.
  • Congruence. We have all experienced businesses which have remarkable marketing but they disappoint when the first touch point with the customer happens. Unresponsiveness, uncaring, rudeness or complexity create incongruence with the message. Validation requires that what the buyer experiences aligns with what they expect from what they read and research.

There are anonymous visitors that are checking you out right now and trying to decide if you provide value and are a good choice. If you can think through each step of your process with these points in mind, then trust grows and you win new business. Fix the broken links and work it continually. The battle for our customers’ minds and business is relentless.

How can your own process work better?

Published by Don Dalrymple

I am a management consultant to business owners, executives and entrepreneurs. I write and speak on systems, strategy and leadership on my blog and help empower business clients to achieve their goals for revenue and efficiency. I live a life of adventure and work with business clients all over the world from remote locations to help them start and grow their businesses.

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