Are Customers Shopping or Not?

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To what degree is your customer shopping? Are they actively looking for a solution to their articulated problem? Or are they completely unaware of how that area of their life could be better? Do they know of your category? Do they know of your solution and how it differs from the competition?

Are they actively shopping?

The answers to these questions will influence how you market your work, how the sales conversation goes, how well your message resonates.

The level of awareness customers have of their problem and available solutions will determine how you position your work within the market and how much time you make for the sales process. It will determine how in-depth you go, the sales points you make, and the level of engagement, care, and attention you give prospects during the decision-making process.

It's important to know the answers to these questions and design your marketing accordingly.

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