B2B Buying Cycle – Stage 6 – Advocates

The Endgame – Advocates

B2B Buying Cycle – 6 – Advocates. You have made it. This is the endgame. Your customers are Advocates. You are Invaluable.

You will of course continue to support your customers resulting in a network of delighted customers who will refer your business. Just take the time to think about this. How many organisations would you consider yourself to be an advocate for? Would you consider yourself to be an advocate for any organisations? How many? How did you get to this point? And are they still performing well enough to justify your advocacy?

Buying Cycle – Advocates – The difference that makes a difference

This is the difference that makes the difference. The difference between a logo and a brand. The difference between selling and supporting. This is the difference between “raising awareness” and really delivering for your brand. We are all aware of thousands, we are interested in hundreds but only buy or engage with tens. Those we are advocates for – less than ten?

The essence of this relationship is support and this support is duplicated across all the communications platforms as quite possibly the most powerful marketing tool in the arsenal.

The same media tools but a radically different message

There is nothing stronger than a glowing recommendation from a trusted partner whether that is found on PR, social media, digital advertising or print. To some extent we have returned to the beginning of the cycle but with one key change. The messaging is all coming from your customers supporting you and reinforcing your position in the market.

In our original diagram the marketing tools adopted directly reflect those in stage one but in stage six your messaging is being done by your advocates. Now how do you build some more….There was an excellent example in the recent series “Stanley Tucci – Searching for Italy” where a chef took Stanley to his favourite supplier – not his restaurant, not his home, his favourite supplier. How much is that worth?

We can help at every stage of the process but more importantly we can work with you to develop the tools to accurately track the buying cycle of your prospects objectively.

Let’s talk – and make The Buying Cycle real for your business.

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