Getting More Sales with the Buyer’s Journey

How does someone decide to buy a product or service?

This is answered by the customer life cycle or sometimes called the Buyer’s Journey. The sale is made when a buyer goes through three key phases: Awareness, Consideration and then Decision.

In the Awareness phase, a buyer starts from being problem aware to researching about their needs and then setting up priorities for their purchase.

In fact, you’ll be surprised that “57% of the purchase decision is complete before a customer even calls a supplier”(CEB). This means that they would be doing their research online, with reference to influencers, and authorities on the topic before they even make an inquiry.

Therefore, the most important way to reach out to potential buyers in the awareness stage is to be there when they are researching by having an online presence either by SEO, paid online ads or content marketing (and importantly Re-Targeting). The goal is to get potential buyers into your mailing list by offering them access to information (e.g. ebooks or whitepapers) or tools (e.g. assessment tools).

Once they “Know” you and are in your mailing list, you can send them educational material and progressively profile them with Marketing Automation, to discover their fears, problems and priorities. When they start to engage with your content regularly, they are starting to “LIKE” you.

In the Consideration phase, the buyer has shortlisted a few possible solution providers, and may be doing additional research. How would you stand out at this stage? The answer is authority and social proof. Authority can be inferred when you are quoted in industrial journals, influential blogs, and media interviews. And social proof can come from solid Case Studies and good client testimonials. This is the time when the potential buyers start to “TRUST” you.

When the potential buyer eventually makes an enquiry, can you offer a way for them to “TRY” your product or service? This gives them an easier way to assess the value of your product or service and lowers the risk of them making a wrong decision. This could come the form of samples, free demos, free consultations, one-dollar-trials, money-back guarantees etc. You could also provide assessment tools or gap analysis reports to help them to see how your solution can best help them achieve their goals.

A finally in the Decision phase, how can you help the buyer ease into the buying process? Just making it convenient to “BUY”, can actually help you close more sales. For example: providing installment plans, discounts, free perks from partners etc.

The stages KNOW, LIKE, TRUST, TRY, BUY are the first 5 phases of the Duct Tape Marketing Hourglass.

To examine this in a more detail, let’s take for example the Marketing Hourglass strategy for a consultancy business illustrated below:


1. KNOW stage.

To get potential buyers to know you, you post blog articles and run ads on facebook targeting at a specific demographic that you want. The viewer lands on your conversion optimized landing page with rock-star copy-writing, and downloads your eBook, becoming a lead. In addition, the lead explores your website, downloads more content, gets progressively profiled, and subscribes to your newsletter. IF the viewer does not opt-in, you can re-target them with different ad copies on Facebook or websites they are likely to visit (using Google Re-targeting on Display Network) until they become a lead by opting into your list.

2. LIKE stage.

To get your lead to like you, you give away valuable content via emails that helps them in meeting their goals. The content you send are not salesy but educational, in multi-media formats: article, infographics, videos, images. You also invite them to your facebook page, where they can see more  edutaining content you post. You know they are ready to move to the next stage because they have been opening your emails, clicking links, watching videos, visiting specific web pages. (you can achieve this with lead-scoring via Marketing Automation). IF the lead is not engaged yet, try sending them material relating to a different pain point.

3. TRUST stage.

Sharing successful case studies from actual customers, and social proof in the form of high ratings, positive reviews, and even video testimonies go a long way in establishing trust. The prospect now sees your services through the lens of happy clients. The call-to-action at this point is to invite the prospect to “TRY” your service or product. In this instance, the prospect is invited to join a webinar, where they are expected to request for a FREE gap analysis report. IF the lead attended the webinar but did not take up the free gap analysis report, you could send them a self-help assessment tool, with more case studies, or endorsements from influencers.

4. TRY stage.

After the report is generated, the prospect is invited to a complimentary 30-min consultation to go through the report, highlighting the gaps and potential for improvements. This allows the prospect to experience your expertise as a consultant and evaluate cost-benefit of engaging your services. The ideal outcome of this stage is for the prospect to request for a proposal. IF the prospect attended the webinar but did not take up the free gap analysis report, you could send them a self-help assessment tool, with more case studies, or endorsements from influencers.

5. BUY stage.

Three days after receiving your proposal, you schedule a follow-up call to explain the process of engagement. The prospect is happy with the proposal and signs the consultation agreement contract, and makes the first payment. You enter into the project fulfillment stage. IF the prospect did not accept the proposal immediately, there could be 2 reasons: “Price” or “Unsure of the ROI”. You could offer more favorable payment terms, throw in some freebies, make a limited offer discount, reduce the scope or send them more justifications from customer success stories and testimonials. 

Automating the Buyer’s Journey

All these follow-up actions require a coordinated marketing effort, diligent follow-up. Marketing Automation ties up all these activities by adding rich information about prospects as they interact with your content, setting up tasks and reminders, sending them personalized messages according to their pain points and priorities.


In the “Know-to-Like” stage, an email campaign sequence comprising of articles, videos, infographics are sent to the lead. Each activity: video watch, email open, visit to pages, answering of surveys, completing quizzes, joining the facebook group etc are tracked and scored. Once a predetermined engagement score is reached, the “Like-to-Trust” sequence can be launched.


In the “Like-to-Trust” sequence, the prospect is invited to a webinar, where they will be offered a free gap analysis report, and a free 30-min consultation to run through the report. Reminders are sent to the prospect 3 days before. If they missed the webinar, we would send an email with the links to the replay and the gap analysis form. We could also get a sales rep to give them a call to get some feedback, further qualifying the prospect.


In the “Trust-to-Buy” sequence, the prospect attends the consultation call, which ends up with 2 possible outcomes: (1) they ask for a proposal (2) they say they are not ready at the moment. Automation can be set according to the outcome, setting up a task for the proposal to be sent for (1) and sending them follow up or down-sell a self-serve product for (2).


Outcome 1 – Send proposal:


Outcome 2 – Not ready yet:


To know which part of the buyers’ journey the prospect is at is crucial the lifecycle marketing strategy. Marketing Automation is almost always essential for lead nurturing, lead scoring, profiling, personalization, and other analytics to measure the level of engagement, and triggering the offer at the right time.


Brendan-Yong.jpgBrendan Yong is a Duct Tape Marketing Consultant specialized in marketing automation based in Singapore. His company Empathi Solutions helps Asia-based clients build Marketing Systems to Grow Predictable Revenue using Infusionsoft CRM as the primary marketing automation tool.

3 Steps to Set up eCommerce Tracking in Google Analytics

Ecommerce- Tracking

photo credit: technource

To all the eCommerce store owners, if you haven’t set up eCommerce tracking in Google Analytics then you are not taking your online business seriously. I think that you all have heard the word “eCommerce Tracking” but don’t have an exact idea what it is and how it is beneficial for business. In short, it is a feature offered by Google analytics that allows admins to track transactions on a web store. Due to this feature, one can establish the right strategy to increase ROI. It generates tracking information like from where a customer purchase product, time, how much customers spend on purchases, etc.

Why e-Commerce Tracking should be Enabled in Google Analytics for your Online Store

As mentioned above, it allows you to track online transactions, but what kind of data? These all are the reasons why eCommerce store should have set up eCommerce tracking:

  • Total revenue of online store
  • Each product revenue
  • Number of specific product sold
  • Total transaction
  • Total number of products sold in a particular date range
  • No of unique purchase made
  • Date-wise revenue generation
  • Time of transaction occurs

From these data types, one can easily find out which product is being sold well and which one isn’t. Through this tracking, we get valuable insight of our eCommerce store at just one click & use it in marketing efforts to gain maximum return on Investment (ROI) with less effort. By having exact information about revenue generation from the store, we can justify it and put it in line with our desired expectation. For example, if you are not getting good results from particular products then you can set discounts and offers on it to get ROI from it.

For any eCommerce business, it is necessary that visitors come again & purchase new products from your store. E-Commerce Tracking helps in Re-marketing strategies to target specific audience and enhance conversions because this feature gives data about returning customers and their transactions.

We have discussed what is it and why it is beneficial, but the main question is how do we implement in Google analytics?

Steps to Implement E-Commerce Tracking in Google Analytics:

Step 1. Create a Google Analytics Account: This is simple to create with your Google account. If you have already one then let’s move ahead.


Step 2. Go to the Desired profile account. Sign into your account, choose the desired profile account and go the “Admin” Section which is shown in the top right side. 


In the third column on the right side, you can see the “Ecommerce tab”, click on it and set it to “YES”. Now you are allowed to see the information about transactions.


Step 3: See it on your Reporting: Click on Reporting tab on the top of page. In the left sidebar, you will see the tab “conversion → eCommerce” and you are in the area of E-Commerce Tracking. This is where you can analyze the data of product purchase, sales performance, transactions, time to purchase, etc that helps a business owner make better decisions for the next business strategy and steer online business the right way.


Remember this:

Before going ahead, it is important to add the eCommerce command between the analytics code. This is must to load the eCommerce plugin into your website. Otherwise your eCommerce tracking won’t work. Here is your e-commerce command:

Syntax: ga(‘require’, ‘ecommerce’, ‘ecommerce.js’);

Put it below this code: ga(‘create’ , ‘UA-your id’, ‘auto’), otherwise you will not able to see tracking. See the below image to put this command properly in analytics code:


Over to You:

Most online store owners are aware of Google analytics and use it for search analytics, real time traffic, and user behavior but not about E-Commerce Tracking. After reading this post, you should be aware about this and your next step will be to set up E-Commerce Tracking in your online store. If need help, contact an eCommerce SEO Agency, and they can do it in no time. If you are a Google analytics nerd and wish to add more about this topic, we welcome you to add your ideas in the comments.


chiranjivChiranjiv Joshi is working in Technource and has contributed this post on behalf of Technource –  Professional SEO services provider to help eCommerce Owners. He is passionate about writing post of eCommerce marketing. He spends most of his time in researching & implementing the new organic tactics related to Internet marketing.

How to Strike the Right Content Balance for Maximum Reach


photo credit: Shutterstock

Every marketer knows the name HubSpot. Thanks to its blog posts, webinars, e-books, video content, and social media, HubSpot has established itself as a go-to resource in the industry. The company’s success serves as a case study in how to leverage content to grow a company.

Audiences today have unprecedented control over what they consume. They can customize their media experiences, and they have little tolerance for irrelevant content. Marketers must not only be creative in what they present to audiences, but also in how they deliver it.

HubSpot accommodates all of its readers by producing high-quality content across several platforms. At DivvyHQ, we also market to marketers, so we know the importance of diversity. An interesting mix of information and delivery methods attracts new customers, retains current clients, and educates your community.

Striking the right content balance comes down to knowing your audience. Any two customers might have radically different interests and ways of interacting with your brand. Once you know the individuals in your community, you can create a content strategy that resonates with each of them.

Great Strategies Begin With Infrastructure

Content isn’t worth much until you understand your audience. Before you put pen to paper (or fingers to keyboard), develop buyer personas based on your market research. These customer profiles should dictate every aspect of your strategy.

Don’t write a single line of content until you’ve built the right infrastructure. Let the following principles guide your content planning:

  • Sustainability: Before starting a company blog, video series, and monthly webinars all at once, ask whether you have the manpower to follow through on all three. If you’re a small company with a one-person marketing shop, you may want to stick to weekly blog posts or a quarterly webinar for now. Sustainable quality trumps one-off quantity.
  • Frequency: Establish a publishing schedule, and stick to it. Put out valuable content on a consistent basis so your audience comes to rely on your insights.
  • Experimentation: Small teams often have ideas for five marketing channels and the resources for one. Start with the strategy most likely to resonate, and test others as your capabilities grow. By incorporating new tactics slowly, you maximize your results while maintaining quality and frequency.  

Variety Is the Spice of Content

Once you set a publishing schedule, build variety into your publishing platforms and the content itself. Here are the three key areas in which you want to diversify your approach:


  • Your Mission: Each content channel may serve a different purpose. Maybe you’re using email to promote a product, a blog post to educate, and a tweet to entertain. Whatever the end goal, the content and tone should reflect each channel’s mission.


  • The Format: Know whether your audience favors long-form articles or videos — or both. Let your research guide the types of content you produce to ensure you’re reaching your entire community with the format they’ll love.


  • The Channel: Identify which delivery vehicles stand the best chance of reaching your audience. Do your top prospects frequent Twitter or Pinterest? Are they more likely to act on an email or a video ad?  Marketers have access to countless media platforms, so experiment with a mix of channels, and document which ones best engage your target market.

People expect brands to create content that speaks to them on the platforms they prefer. You strike the right balance by knowing your audience and learning how best to communicate with them. The more adaptable you are as a marketer, the more likely you are to connect meaningfully with audiences on behalf of your company.


Brody-DorlandBrody Dorland is the co-founder of DivvyHQ, the ultimate content planning and production workflow tool for high-volume teams.

A Guide to Generating More Leads with Incentives

It was meant to be so easy, huh?

You heard about the importance of building an email list. How it helps build an audience. Nurture leads. And develop relationships with them too.

And they said it’s so simple. Just put up a form on a site and watch signups rolling in.

Yeah, right…

It’s just that a month later you still haven’t had even a single subscriber.

You see, lead generation isn’t that simple. For one, most visitors need an incentive that will compel them to sign up.

In this post, I’ll show you exactly how to use incentives to generate more leads.

But first…

Why Incentives?

The easiest way to define an incentive is as something that motivates a person to take action. Study after study has proven that we respond predictably to positive or negative incentives.

But why do incentives work? It’s quite simple – they make taking the decision to perform a certain action easier.

When it comes to online marketing, an incentive is typically some attractive element like a bonus, offer or promise designed to stimulate a desired action.

And it works.

Marketing Week, for instance, reports that 40% of web visitors are willing to sign up to a mailing list in return for something of value.

But what incentives should you offer?

Typically, incentives (otherwise known as lead magnets) can come in a variety of forms, including:


I know what you’re thinking – who has time to write an eBook?! But your blog is bursting full of articles that can be combined and repurposed into an attractive eBook.


A checklist is a brilliant opportunity to turn your content into actionable advice. Combine a how-to article with between 5 and 10 steps for putting your suggestions into practice.

Content Upgrades

A content upgrade is one of the quickest incentives to create since they should enhance a piece of content that already exists. So if you have a blog post that you had to edit down because it was too long then offer the full, unabridged version at the end of the article. Your readers will already be primed for this type of content so they are more likely to opt-in to read more detail.  Some marketers have been able to increase opt-in rates by 785% with a simple content upgrade.

Email courses

Most marketers underestimate the amount of knowledge that they have amassed over their careers. Email courses are a great way to showcase your knowledge about your industry to people who be new to your space. Because a course occurs over a longer period of time you don’t have to write all your content at the start – just plan the general topic and write as you go.

Why do these work?

The examples listed above could all be considered educational incentives. They generally work because:

  1. They offer knowledge the person lacks.
  2. Promise to solve a particular problem.
  3. Are easy to consume almost right away, providing an instant gratification after signing up.

How should you present these incentives?

Once you’ve selected the type of incentive that suits your content best, it’s time to serve it to visitors and convert at least some of them into subscribers.

To successfully generate leads with incentives you’d need a data capture form to get a visitor’s contact details. There’s a number of ways you can do this, including:

Displaying a static ad in the sidebar

This is the most common way to offer an incentive and because of this, many people have become blind to this method.


IncentiveUsing a scrolling ad

The problem with a static ad is that once the reader scrolls down the page, it disappears from their sight. To overcome it, you could use a scrolling ad, one that moves as readers goes deeper into the content.


Display a HelloBar

HelloBar allows you to place a colored bar across the top of the browser’s window to communicate whatever incentive you offer.


Using a Pop-Up

This is another highly common method. Use a pop-up that will display after a visitor has spent a certain amount of time on a page or performed a specific action.


Banner Under the Post

Finally, many sites also display banners under the post – this is the perfect position for a content upgrade. Some of these include signup form right away, others link to the landing page.



If you offer your readers something of value before asking for anything in return you’ll be doing more than a good deed – you’ll watch your opt-in rates rise and your lead generation accelerate.

What sort of incentives have you had the best results with? Tell us in the comments so we can add them to our list.



Kevin McGrath is a co-founder at Beacon, an online tool that helps small business owners to quickly create content incentives like eBooks, checklists and upgrades without hiring a designer. When not working, you’ll find Kevin either playing or watching football.