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PMA Buyer funnel [stages + tactics]

The different stages in the buyer funnel and the different options you have at each stage to execute that stage of the funnel.
There are 5 stages in the buyer funnel: Awareness, Interest, Consideration, Purchase, and Relationship Management. Use the guide below to see which tactics you can execute at each stage of the funnel, and start adding ideas for what your team and company can do to execute.

Stages
0
Stage
Your buyer at this stage
Your Options
1
Awareness
Is unaware of your product, or perhaps even your entire business. They may have pain points that need to be addressed but they may not be actively looking for solutions. This is your chance to make a great first impression.
Word of mouth/peer referals
Digital advertising
Television/Radio advertising
Print media
Social Media
Search Engine Marketing
Tradeshows
Paid content
2
Interest
The potential buyer is aware that your product exists, but now you need to encourage them to contact you to register their interest, turning them into a prospect.
In-depth product feature information
Infographics
Webinars
Video content
Calls-to-action
Contact information for sales reps
Email sign-up forms
3
Consideration
The customer needs information to make a rational choice on whether the product is right for them. They will try to educate themselves, but you need to be there to guide them and provide them with the information they need.
Free trials
Salesperson contact
In-person pitch or presentation
Company accreditations (ISO etc.)
In-depth price and contract information
Testimonials
Case studies
4
Purchase
The decision has been made and now is the time to follow through on your promises by delivering the product in a way that builds on your brand values and impresses your new client.
Order process
Contract negotiation
Product delivery/installation
Initial product training
Packaging and documentation
Employee onboarding support
5
Relationship Management
You can't just ignore your new client - you can encourage customer retention and repeat purchasing through a proactive relationship management program and great customer service. You can also create value by having them give testimonials and referrals.
Ongoing product training
Email updates (new features, patches etc.)
VIP/preferred client programs
User communities
Technical support
Account management
Check-in calls from sales reps
Ongoing customer satisfaction monitoring
Referral programs
There are no rows in this table


Add your ideas
0
Stage
What you will do
Awareness
Idea 1
Idea 2
Idea 3
Interest
Idea 1
Idea 2
Idea 3
Consideration
Idea 1
Idea 2
Idea 3
Purchase
Idea 1
Idea 2
Idea 3
Relationship Management
Idea 1
Idea 2
Idea 3

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