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The Approach


Now you’ve qualified your prospects, so here comes the hard part. Now you need to convert the prospect into a customer. This means that you now have to identify the stage the customer is at in the buying cycle.

This includes:

  • Pre-Awareness (prospects are not yet aware of a need)

  • Awareness (Need is identified)

  • Interest (How will your product help the prospect fulfill their need)

  • Consideration (the prospect needs time to evaluate your product/service)

  • Justification (Price comparisons, Features etc are compared)

  • Purchase (Decision to purchase)

  • Post Purchase (Evaluation after the purchase)

More often than not, you will catch the prospect at the Pre-Awareness to Interest stage. You’d be lucky if the prospect has already gathered information about your product and arrived up the consideration or justification stage on their own.

The effort on the part of the sales person is to create an offer that is attractive to the customer and nudge their purchase decision towards the product or service they offer. This should be done with the effort to help the customer solve their problem.

Make sure the customer understands how your product or service will help solve their issues. The customer is not interested in your product but in how your product can help make their life easier. If you can do that, you can have a customer for life.

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