90% of Prospects Are in Research Phase Not Ready to Buy
Not following up is the single biggest mistake both new and experienced marketers make. Here's why it's so costly: 90-95% of prospects aren't ready to buy when they first discover their need. They're in a research phase — watching videos, joining email lists, consuming content — because they're starting to get interested but haven't yet recognized the urgency of their situation. Typically it takes about three months for someone to move from problem awareness to purchase readiness. Their circumstances evolve, and what makes them an urgent buyer is when their situation changes and the problem becomes critical. If you don't stay connected through that research phase, you lose the sale to whoever was there when they finally became ready. The business that follows up consistently wins the 90% that everyone else abandons.
Relevant Clips4
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Research Phase Buyers Consume Content Before Committing
Eben Pagan explains that people in the research phase will watch videos, join email lists, and consume content because they're starting to get interested, but they need time to fully recognize the urgency of their situation.
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90 Percent of Prospects Aren't Ready to Buy Yet
According to Eben Pagan, 90-95% of prospects aren't ready to buy when they first discover their need. They're in a research phase, consuming content and learning before they're ready to invest in solutions.
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Three Months From Problem Awareness to Purchase Readiness
Eben Pagan explains that prospects typically need about three months to move from problem awareness to purchase readiness. Their situations evolve, making them urgent buyers when circumstances change.
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Not Following Up Is the Biggest Marketing Mistake
Eben Pagan identifies not following up as the biggest mistake both new and experienced marketers make. Most fail to stay connected with the 90%+ of prospects who aren't ready to buy immediately.