Make customers buy games: Three stages – three tips
Who wakes up in the morning and decides, “I’m going to buy serious games today”?
Probably your potential customer goes through a path to purchase that includes research and evaluation before committing to a sales call. Because customers are more informed and empowered than ever, it’s important to deeply understand your buyer persona and their journey so you can create content that helps them along that path while positioning you as an authority in your space.
As your buyer progress through the three stages, you can assist them in that decision making process:
In the awareness stage, they are experiencing a problem or symptoms of a pain, and their goal is to alleviate it. They may be looking for informational resources to more clearly understand, frame, and give a name to their problem. Not yet thinking about solutions or providers; it’s much too early for that. Instead, they’re looking to contextualize their problem first. An example can be “How do I change behaviours? How do I make our colleagues understand this new way of work”
In the consideration stage, the buyer will have clearly defined and given a name to their problem, and they are committed to researching and understanding all of the available approaches and/or methods to solving the defined problem or opportunity. An example can be “What is better: a traditional training or experiencing in a simulation.”
Once they’ve progressed to the decision stage, the buyer has decided on their solution strategy, method, or approach. An example can be: “Where can I purchase the simulation?“