The Sales Cycle: How to Gain (and Retain) Customers

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Not all products and services are the same, but almost all follow the same marketing and sales patterns. And for those businesses that take the time to build their brand, customers are far more likely to trend from simple awareness to outright advocacy. Follow each step to understand the different stages of the sales cycle.

1. BRAND AWARENESS

The first step is to build brand awareness by maintaining an active presence in traditional and online media.

2. BRAND CONSIDERATION

Advertising campaigns and other marketing initiatives highlight brand benefits and differentiators.

3. BRAND PREFERENCE

Potential customers decide which one brand is most appealing when compared to others in the marketplace.

4. PURCHASE INTENTION

A buyer will make plans to purchase the product or service that he or she has determined to be preferable.

5. PURCHASE

Purchase intent doesn’t always mean a sale, so using sales techniques helps a buyer’s intent become a purchase.

6. CUSTOMER LOYALTY

A customer will continue to buy a product or invest in a service that satisfied his or her needs.

7. CUSTOMER ADVOCACY

Some customers will be so happy with their purchase that they’ll spread the brand’s message to others.