What customers want: the changing buying journey and how to prepare for it

Kristin Zhivago at the Fusion Marketing Experience Antwerp 2012 – picture by Remy Bergsma
Kristin Zhivago at the Fusion Marketing Experience Antwerp 2012 – picture by Remy Bergsma

Even in the last few months, customer buying processes have changed. Are you keeping up? How can you make sure you’re keeping up?

Buyers are now so savvy and determined that they don’t waste any time on any seller who “doesn’t get it.” They have absolutely no patience for sellers who are guessing or assuming.

They expect sellers to know exactly what they really want and how they want to buy it. How can you find out? Quickly? Inexpensively? Kristin Zhivago interviews customers constantly for her clients.

She has discovered some very interesting new developments in buyer land, developments that will have an effect on what you’re doing. She also has developed a simple, fast way for any business manager to get inside the heads and hearts of customers, understand what drove them to buy, and use that information to make more sales.

Marketers spend the bulk of their time on internal politics and learning new tools – out of necessity. But all this knowledge is worthless without a personal, in-depth understanding of what customers are really looking for and how they want to go about buying it,” Zhivago claims.

The great news is, you can get what you need to make solid, revenue-producing decisions, by asking your current customers the right questions in the right way.”

Zhivago, an expert on the customer’s buying process, has been teaching these revenue-growth methods worldwide since launching her new book, “Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy.”

She talked about how to reverse-engineer your successful sales, and create a marketing machine that manufactures new sales in quantity at the Fusion Marketing Experience Antwerp in 2012.

Check out her presentation below

J-P De Clerck
J-P is the founder of i-SCOOP. Born and based in Belgium, he likes to share information, thoughts, inspiration and anything regarding the convergence of marketing, management, customer-centricity, publishing, digital technologies, psychology, transformation, optimization, media and IT - in the hope it serves you. The mentioned areas are those he has been active in since 1992 as a marketer, a consultant, a publisher and a trainer. Connect on Twitter via @conversionation or on LinkedIn.