Buyers Journey
What is the Buyers Journey?
The process customers go through from realizing a need, to considering options, to making a buying decision
What are the three stages of the Sales Funnel?
Top of Funnel (TOFU), Middle of Funnel (MOFU), and Bottom of Funnel (BOFU)
What are the three main types of listings shown on Google search results?
Google Ads, Local Listings, and Organic Listings
Why is digital marketing considered “survival” for small businesses today?
Because customers live online and make decisions quickly based on search results and reviews
Why is understanding the Buyer’s Journey important for sales professionals?
Because tailoring your pitch or strategy to the customer’s stage increases your chances of closing the deal
How does the funnel align with the Buyer’s Journey?
Top = Awareness, Middle = Consideration, Bottom = Decision.
What types of information are included in Local Listings?
Business name, address, phone number, website, reviews, and photos.
What is the main difference between traditional marketing and digital marketing?
Traditional marketing is broader, more expensive, and harder to measure; digital marketing is targeted, cost-effective, and measurable.
What are the four main stages of the Buyer’s Journey?
Awareness, Consideration, Decision, and Loyalty/Advocacy
If a prospect says, “I just need more customers this month,” which stage are they in, and what should you offer?
They’re in the Decision stage — offer fast-impact solutions like Google Ads.
What are some factors that improve ranking in the Google Map Pack?
Reviews, ratings, photos, citations, and NAP accuracy.
How can the Digital Business Card be shared?
Via text, email, or QR code.
What should you provide to a prospect in the Consideration stage who has tried marketing before without results?
Success stories, testimonials, and differentiation points about 411 Locals
What is the focus at the Top of Funnel (TOFU)?
Generating interest, educating the lead, and identifying pain points.
How long does it usually take for Organic SEO to start showing results?
Typically 3–6 months.
What are some key elements that build strong organic rankings?
Quality content, backlinks, reviews, and technical website optimization.
Why is it risky to pitch pricing to a prospect in the Awareness stage?
Because they’re not ready to buy yet — they’re still learning and need education first.
What type of question should you ask in the MOFU stage?
“What’s been working, and what hasn’t?”
Why is Organic SEO considered more sustainable than Ads?
Because once a business ranks, it continues to get leads without paying for every click. Once you stop paying for ads you no longer appear at the top
What is an example of a closing question at the BOFU stage?
A CTA