The Customer Buying Cycle

Stage 4 – Target

Prospects
Leads
Nurture
Target
Close
Customers

Turning Contacts into Prospects

Not every contact is ready to buy, but the right information can help you spot when someone is becoming a genuine sales opportunity.

popcorn brings your CRM, email marketing and website activity together, giving you a clearer picture of how your contacts are engaging with your business. You can then identify which contacts are showing the most interest and where they are in their buying journey.

You can use this information to:

• Identify hot, warm and cool prospects
• Segment contacts based on their interests and activity
• Add prospects to your sales pipeline
• Pick up the phone and speak to your most engaged contacts
• Send targeted emails and campaigns
• Tag contacts so you can easily find them again

Instead of treating every contact in the same way, you can focus your time on the people who are most likely to become customers and give each prospect a more relevant experience.

What is a business thinking?

business

Businesses are narrowing down on the individuals that are most likely to buy from you, bringing them from ‘cool’ prospects to ‘warm’ prospects – and from ‘warm’ prospects to ‘hot’ prospects.

A business can:

  • Make proactive marketing decisions
  • Personalise content to customers
  • Adjust a customer’s place in the sales pipeline if and when appropriate
  • Monitor the quality of prospects

Businesses are ‘warming up’ prospects for the time they need to close a sale, through one-on-conversations and special attention.

What is a customer thinking?

customer buying cycle customers

Customers have identified your business as a likely choice. The race is now on.

A customer is:

  • Requiring specific, time-constricted information
  • Getting to know your employees/sales team
  • On their second, third or fourth call
  • Waiting for enough persuasion

Customers are engaging with your company frequently and are close to arriving at their final decision. Which company will give them that reassurance?

See how popcorn has helped our customers

Since using popcorn’s measurable data we have managed to increase business levels from 1,750 to 6,386 cases last year. They have also more than ‘doubled the number of completions in the last 5 years and attest a huge amount of that to the simplicity and intelligence of the popcorn system.
Danielle Wilson
Danielle WilsonAir Sourcing
We get the results we want, in the quickest and most efficient way possible!
James Ellis
James EllisCreative Alliance
...It allows me to gain control over my sales process and keep in active contact with all of my customers and suppliers. Being able to email and track activity directly from popcorn gives me the intelligence of knowing who to follow up with and when.
Stefania Pellegrino
Stefania PellegrinoPurely Plantain Chips
Over the next 2 months popcorn delivered new sales (185:1 ROI) and a reduction in stress as I was able to predict exactly who was engaging. This then freed up a working day each and every week.
Antony Adams
Antony AdamsInternational Education Week
Everything about popcorn is so simple yet effective. It’s exactly what we need…
Charlotte Thorp
Charlotte ThorpKinetic Communications
We were able to start using popcorn immediately, allowing us to organise all our data in one place, easily segment and communicate with the different customer groups, automatically track and target prospects.
Sami Mubarack
Sami MubarackMECS Sales & Lettings
It was really easy to transfer our data from HubSpot, and popcorn’s customer support was amazing! Now we no longer have to worry about forgetting anything or using our CRM, because popcorn is so simple to use.
Zubeda Limbada
Zubeda LimbadaConnectFutures
Steve was able to use popcorn's ‘really easy to use drag and drop editor’ to create powerful emails himself. Then using the simple filters, he could quickly segment his contacts to send targeted emails in a fraction of the time it previously took.
Steve Hands
Steve HandsSHL Cleaning Services