Buyer's Journey: From the manifestation of the need to the satisfaction
Mario Bianchi, ourBuyer , realizes he needs components for a new vacuum cleaner model that the company wants to launch on the market.
Mario Bianchi performs several searches on Google and chooses, among the various companies, Rossi & Rossi, contacting the sales manager, Mr. Luca Rossi.
Obviously, given his skills, his request focuses mainly on the technical data sheets of the products.
So the functioning, the autonomy, the capacity etc., will be fundamental elements in his decision making process, and for his final choice.
However, we always talk about Buyer Persona in B2B. So Mario Bianchi, our tr numbers potential customer, does not act for himself, but on behalf of the Company.
Consequently, once he has identified the possible solution to his needs, he will have to consult with colleagues from other departments.
For example, the CFO and the purchasing manager.
Internal communication between buyers
As we were saying, the Production Manager has a clear idea of what his needs are.
Then it will focus on certain features of the product, which could adequately meet its needs.
However, the needs of one are not the needs of another.
And this also applies to two employees of the same company.
In this case, the Production Manager, in order to conclude the purchase, will have to present his needs to the purchasing office or to the financial manager.
But their goal is to obtain the best product at the best price.
Often even at the expense of quality…
So we will have two different needs in front of us, from two different people. But part of a single reality.
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