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tags: Week 1, H3, M2, extra
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# Introduction to buyer's journey
::: info
:bulb:Understanding your customer and their behaviour is the most important aspect of selling to them.
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Before we teach the art and science behind sales, you first need to understand how your future customers buy today.

- When did they realise they had a problem?
- What did they do about it?
- What do they know and want once they reach you?

The process that buyers go through before buying a product is what we refer to as "buyer journey". This lesson will be an introduction.
 
## The buyer's journey

::: info
ℹ️ The buyer's journey is the process buyers go through to become aware of, consider and evaluate, and decide to purchase a new product or service.
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🤔 You might be asking yourself - why is this important for sales?

Understanding what's going through the mind of a potential buyer when you're interacting with them is key to be able to provide them value.

- For example, if you try to sell to someone who has not even realized they have a problem, they will likely not be ready.
- Similarly, if you start to vaguely educate your potential customer once they're looking to make a purchase, you will likely loose them too!

You need to tailor your sales activities and approach to your potential customer and the stage in the buying process they're in.

Every time you're talking to a prospect you should think - what stage in the buyer's journey are they in? Based on that, you tailor your sales approach accordingly.

You will likely see many complex versions of a buyer's journey, we like the simplified model that divides it into 3 stages:


The video below explains each stage in very simple terms, focused on the activities buyers and sellers go through in each stage.

Enjoy! 🚀

{%youtube R1YfR2LJp70 %}
 
:::info
When working as SDR/BDR, **you will reach out to leads that usually are in awareness stage**. Often, they may not even be aware that they have a problem and if so, only latently. Helping them uncover their problem is a key task for you.

*How would you like to be approached if you were in such stage?*
This is something to remember and for you to show during the assignment at the end of this module.
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