The consumer decision-making process is the process consumers use to make purchasing decisions. It is a mental process that includes a variety of steps that can lead to a sale and your personal benefit. However, different audiences may have varying differences in their thought process to deciding and purchasing something.
After all, the consumer decision-making process is complex and influenced by many factors. Some factors include cultural factors, social factors, personal factors, and psychological factors. Shifts in those factors can also affect their persona dynamically.
When marketing to businesses, it is important to understand the decision-maker persona of your target audience. This includes understanding their needs, wants, and motivations. By understanding these factors, you can more effectively market to them and increase your chances of making a sale.
What motivates your customers? What are their pain points? What do they value? Answering these queries can assist you with creating a marketing strategy that speaks directly to your consumers and resonates with them on a personal level.
To get started, let’s take a look at what the decision-making process of a consumer is and how that plays into their persona:
1) Recognizing Needs
The first stage in the decision-making process is recognizing that there is a need or want that must be met. This can be something that the consumer is consciously aware of or something that they have subconsciously been considering and is triggered by an internal or external stimulus.
Internal stimuli are things like hunger, thirst, or fatigue. External stimuli are things like seeing a commercial for a new product, reading an article about a new trend, or hearing a friend talk about a new service they’re using.
2) Seeking Information
Once the need or want of a consumer has been recognized, the next step is to search for information about how to meet that need. During this stage, the consumer is trying to figure out what their options are and what would be the best way to satisfy their needs.
This is where things like Google, social media, and word-of-mouth come into play. Consumers will use these channels to research potential solutions to their problems. They will look at reviews, compare prices, and find the best option for their needs.
3) Evaluating Options
After completing the research stage, the consumer will have a list of potential products or services that could solve their problem. They will then compare these options and try to decide which is best for them.
Consumers will often consider factors like price, quality, and convenience at this stage. They will also look at reviews from other consumers to try and get a better idea of what each option is like.
4) Going Through Purchasing
Upon deciding to purchase, the consumer will have to go through the actual process of buying the product or service. This is the toughest part of the decision-making process as it can be time-consuming and frustrating.
The consumer will have to find a reputable seller, ensure they have the right product, and go through the payment process. This can be quite a long and drawn-out process, but getting the consumer’s desired product or service is necessary.
5) Using and Assessing the Purchase
The consumer may use the product or service and then decide whether or not they are satisfied with it. If the consumer is not satisfied, they may return the product or service. A customer’s post-purchase behaviour and usage is quite a key stage in the decision-making process as it can affect their future persona.
If a customer is happy with the overall purchase, they will likely continue to use the commodity and be happy with their overall decision. If the consumer is regretful, they may never purchase the product or service again and warn others against doing so.
6) Contemplating Repurchasing
After the consumer has gone through the process of purchasing and using the product or service, they will likely contemplate whether or not to repurchase. This is the final stage of the decision-making process, as the consumer will decide whether or not the product or service is worth the money and effort.
If the consumer is satisfied with the product or service, they will likely repurchase it in the future. However, if they are unsatisfied, they may never repurchase or look for a different product or service to meet their needs.
Conclusion
In conclusion, it is important to understand different decision-maker personas when marketing to businesses. By understanding these personas and their process, businesses can tailor their marketing strategies to better appeal to their target consumers.
Acquisent is an account-based marketing agency for software companies that want to hit their ARR goals. We make scaling a business less exhaustive and more predictable with our 3-STEP ABM System. Get in touch with us today!
