Gate 4 : How does Your Customer Acquire you Product ?

entreprenerds

1t eAbout This Gate

Gate 4 focuses on understanding and mapping the process by which a customer moves from interest to purchase. It breaks down the customer acquisition journey into actionable steps, identifies key decision-makers (DMU), and explores how to overcome inertia through triggers and timing. This gate helps entrepreneurs build a repeatable, scalable sales process that aligns with customer behavior and maximizes the likelihood of converting prospects into paying customers.

Learning Outcomes

1. Determine the Customer's Decision-Making Unit (DMU):

Identify key roles involved in the purchasing process, such as the Economic Buyer, Champion, Influencers, and End User.
Understand how each role impacts the decision to acquire your product.

2. Map the Process of Acquiring a Paying Customer:

Break down the journey from lead generation to purchase into clear, actionable stages.
Identify potential obstacles, timing, and customer-specific factors that influence the sales process.

3. Develop a Sales Process to Acquire Customers:

Design a step-by-step sales funnel that incorporates windows of opportunity, triggers, and customer insights.
Learn to apply urgency and value-based incentives to move customers through the funnel efficiently.

4. Apply Windows of Opportunity and Triggers:

Recognize the optimal moments when customers are ready to buy and how to act on these opportunities.
Utilize triggers like limited-time offers or personal interactions to overcome inertia and create urgency.

5. Optimize and Iterate:

Test and refine the sales process to improve conversion rates, reduce costs, and build long-term customer satisfaction.
Understand the importance of post-sale support and advocacy in creating loyal, repeat customers.

This Gate Syllabus