lunes, 23 de octubre de 2017

Commodity Buyer's Journey: How to Comprehend Your Clients

Explore what makes your clients connect and work with you to make something amazing with them.

Did you know that all the phases clients go through when buying are the same, regardless of the field of work? In commodities, this is especially valid, as all parties are involved throughout the process in a varied way: some are sellers, who offer their products, and some are manufacturing business owners, who want to acquire said products. Their challenges are different, but they all go through the same buyer’s journey to be able to work and satisfy their requirements. You, as part of this field, need to know how this process is in order to comprehend and cater to your clients' needs.

What is a buyer’s journey?

The buyer's journey is “the active research process a buyer goes through leading up to a purchase,” according to HubSpot. The first thing you need to know about this, to learn all about it, is that it commonly includes three essential phases: discovery, consideration, and decision. Each of these consist of many different steps:

1- Discovery: considered the beginning of this journey. It happens when buyers start to recognize that they have an issue that needs to be solved, so they look for a solution. This phase can take a long time or be very quickly, depends on how important is that specific issue or necessity in their life and how fast they act. In commodities, you can see this phase when they realize the need of raw material to keep their businesses up and running.

2- Consideration: the second phase starts when buyers explore a variety of solutions constantly searching for the one that best solves the problem. This can also be a short process or take a long time, depending on several factors. Also, referring to commodities, in this phase buyers study the options at hand to solve a requirement of raw material.

3- Decision: Finally, buyers choose a solution and justify a purchase decision. If the final choice works perfectly for them, they make a decision, but in case that isn’t right for them, they have to go back to the second phase (consideration) and keep searching for another solution. For commodities, this phase occurs when, after a long search, you select the perfect option to resolve your raw materials supply's need, which will ensure you maintain your business day to day.

Now that you know each phase your clients go through, you can see how important it is to be aware of this process to provide valuable answers at every stage to help them choose your services. If you do it right, then they will surely buy from you. As well, this knowledge will enable you to give to your clients exactly what they need in every phase, helping you to move their needs towards your direction.

Coagro Corp is a company that knows how important it is to do a study of their buyers’ journey to know the challenges of each potential client. With over 20 years of experience, you can say that they have succeeded in this endeavor! Contact them to ensure your professional requirements are taken into consideration and your needs solved. They offer commodity and consulting services to make sure that your path towards business growth in the commodity field is paved with perfect commercial agreements!