a payroll provider’s guide to the buyer’s journey

THE

BUYER’S

JOURNEY

A Payroll Provider’s Guide

Up to 70% of a

prospect’s

buying decision

is complete

before the first

contact with

you.

BUYER Understand

Behavior

Create Understand Map

BUYER

PERSONAS

BUYER’S

JOURNEY

CONTENT

ACCORDINGLY

1 2 3

Create

BUYER

PERSONAS

1

Who is our

ideal

customer?

What does

he/she

value?

How does

our solution

fit his/her

needs?

2 Understand

BUYER’S

JOURNEY

Awareness

Consideration

Decision

Stages

of the

Buyer’s

Journey

AWARENESS

Buyer is experiencing and

expressing symptoms of a

problem and looking for

more information.

“My HR Assistant left the

company and I don’t have

anyone on staff to cut

employees’ paychecks.

What do I do? ”

CONSIDERATION

Buyer has clearly defined

and given a name to his/her

problem or opportunity.

“After researching online, I

found a whitepaper on

outsourcing payroll to

professional providers.

Turns out it’s pretty

common and there are a

lot of options available.”

DECISION

Buyer has defined the

solution strategy or

approach for making his/her

decision.

“Based on the products

I’ve reviewed, I’d like to

use a payroll solution

like Payentry.com. I’ve

narrowed it down to a

couple providers in the

MPAY Network.”

Map

CONTENT

3

CONTENT So which

is right?

eBooks

White Papers

Analyst Reports

AWARENESS

STAGE

Videos

Podcasts

Webinars

CONSIDERATION

STAGE

Case Studies

Product Comparisons

Live Demos

DECISION

STAGE

KNOW THE JOURNEY

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