Purchasing Process: What is it and what are its Phases?

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Implement an efficient purchasing process

As you may know, your customers’ buying journey is rarely linear. Typically, they don’t start at a specific point and move sequentially through the buyer ’s journey until they reach the finish line.

In fact, many customers enter the funnel leads for commercial real estate at stages other than the initial stage. While they may enter early at the top of our funnel, they may also enter mid-funnel or join the journey late, just before making their purchase.

Purchasing products or services is not always an easy task. Sometimes, it is necessary to search for information, analyze alternatives, compare costs and benefits, etc., to decide where, how, when and from whom to buy.

Therefore, companies must design strategies that allow them to capture customers at each entry point to the funnel and how to treat them to lead them to successful closures for both parties .

To begin, it is important that you understand what the purchasing process is and how it works. Let's go!



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What is the Purchasing Process
The purchasing process is a systematic model that represents the stages a consumer goes through from recognizing a need until acquiring a product or service to satisfy it.

Simply put, it's the path your customers take as they decide to do business with you.

It is equivalent, but from the consumer's point of view, to the sales funnel . It is a path that flows downwards (prospects become aware of your brand) and narrows at the bottom (potential customers who become paying customers).



What is the Importance of the Purchasing Process?
Certain choices are not made overnight, but are the product of a journey through stages. This is what happens in many purchasing decisions.

Knowing the steps of this journey will help you optimize your sales funnel to reach your customer at the right time and with the right message . With this, you will be able to positively influence people in order to generate sales and loyalty to your brand.

Knowing the buying process helps you know when and how to approach potential customers to achieve the best results.

A good understanding of the purchasing process allows you to personalize your offer and make it more attractive to your target audience. You can, for example, adjust the message about your product or service to increase conversions.

By identifying customers based on the stage of the buying process they are in, you can develop more targeted and effective marketing and sales strategies, with better use of resources and increased efficiency.

Last but not least, understanding the purchasing process also allows you to identify potential obstacles or frictions that may be negatively affecting your conversions and sales.

We evaluate your purchasing process

Online vs. Offline Shopping: Similarities and Differences
Online and offline shopping have both common and divergent points . Both seek to provide the buyer with a product or service, but they are distinguished mainly by the medium or channel through which the transaction is carried out.

Other key differences and similarities between these two forms of trading are:

Immediacy
Physical stores offer the advantage of getting the product instantly , while online shopping makes up for the lack of instant gratification with fast and efficient delivery services.

Shopping Experience
In physical stores, you can interact directly with the products , and while online stores can't offer that sensory experience, they try to make up for it with detailed descriptions, reviews, and 360-degree views of the products.

Purchasing Process
In both methods, customers search for information, compare options, make decisions and evaluate after the purchase. Product quality, price and customer service are crucial factors in both cases.

Impulse Purchase
Online purchases tend to be more impulsive and instantaneous due to the design of calls to action.

Product Information
Online shoppers have access to a wider range of product data. In physical stores, information is limited to what is available on-site.

Product Prices
Online products are usually cheaper , as the distribution chain is shorter and costs are lower.