Those who purchase from you typically share similar responses along their journey: service, budget, timeline. By recognizing this pattern, you can target your advertising and offers to similar individuals rather than paying for random ones who are unlikely to convert.
Why Analyze Buyer Responses?
Responses during the journey provide insights into who is actually buying from you, rather than general assumptions. A single question about budget reveals more about a client than their entire profile, as it indicates real intent rather than guesswork.
Focus not on everyone, but on those who completed a purchase. Their common responses form the profile of your ideal customer, which is worth targeting in your advertising.
What to Look for in Closed Deal Responses?
Review your recent deals and analyze what these individuals responded with. Look for patterns across four areas:
which service was most frequently chosen
what budget range they indicated
what timeline or date they scheduled
which channel they came from
Where buyer responses align, you have your segment. Where there is variation, the pattern is not yet clear.
What to Do with the Identified Pattern?
Target your advertising and offers accordingly. If those who chose a mid-range budget and the upcoming week are purchasing more frequently, tailor your messaging to them specifically, rather than to everyone. You can also adjust the journey: highlight the service and option that lead to deals more often.
How to Avoid Misleading Small Numbers?
One or two buyers do not indicate a trend; they are random occurrences. Wait for at least 15-20 deals before adjusting your advertising based on the identified pattern. Otherwise, you may adapt to coincidence and exclude regular clients, mistaking noise for a signal.
Frequently Asked Questions
Where to Find These Responses if I Don't Keep Records?
Responses are already saved: each completed journey records what the person selected, and Mate displays this for every path. You can see who reached a deal by checking your buyer tags in WhatsApp Business. There’s no need to maintain a separate table; just compare one with the other and look for repetitions.
What if Buyers Have Nothing in Common?
Then either there are too few deals to draw conclusions, or your questions do not relate to what predicts purchases. Check if you are asking about budget and timeline: without these, responses describe preferences rather than willingness to pay. Add a question about budget, and the pattern often emerges in the next ten deals.
Will This Exclude Some Normal Clients?
It will exclude a few, and that’s okay. Advertising to everyone is more expensive and attracts more random clients, while focusing on your ideal customer profile saves budget. You’re not preventing others from buying; you’re just stopping payment for those who rarely convert. Typically, the net gain outweighs the losses at the edges.
How Often Should I Review the Pattern?
Once a quarter or after a significant change in advertising or pricing. The customer profile is not static: it changes with the season, offer, and channel audience. However, reviewing more frequently than after accumulating a new set of ten deals is pointless; otherwise, you’ll chase noise and adjust advertising without reason.
Does This Work for a Single Service?
It does, but the indicators become budget, timeline, and channel rather than service choice. Even with a single service, buyers differ from onlookers in their willingness to specify an amount and a near date. These responses predict the deal, while service alignment is irrelevant here.
