Today, we're going to dive into the first topic on our website design and website sales series. I guess that's where we're calling it here. And we're going to start high level, which is your buyer or your prospects journey with your business. And the first part we're going to do on that is just working on identifying the journey. So I'm gonna walk you through how we do that. So stick with us and we'll jump right in. 

So identifying your buyer's journey is a rudimentary exercise that every business needs to do in order to figure out how to design up a system that is going to engage those buyers. So before the internet, or, you know, however it is that you deal with your customers in the real world, like if it's phone or you meet them face to face, or they come into your business or you work with them virtually now, which is a possibility, it doesn't really matter the way that I want you to think about it is like a ramp. Okay? So this ramp is the, the curve that they walk on and they start at point a so point a is going to be their first exposure to your brand or, you know, your business. So that's a, and then point B is going to be them becoming your ultimate customer. 

So your ultimate customer, whatever that is, that's point B point a is they just heard about you or they just saw you for the first time and it doesn't matter how they got there. That's not important right now, then what's important is what happens between a and B, right? And so the way that I'd like to see that is like a, like a nice curve, right? Because in the beginning, things are kind of slow. And then the relationship accelerate, you know, as that trust curve goes up and we've covered that in the past, right? There's the trough's trust curve that, you know, starts to accelerate. What they're going to do with you in terms of business, starts to accelerate, and then they become a peer that ultimate ideal client or customer for you. Okay. So all of those there's hallmarks along that curve. And when we say, when we, when we're talking about identifying the journey, we want to identify the hallmarks that that ideal customer went through to get there. 

And it's really important to figure those out. So let's just make up an example here. Like, um, whew, let's say you're a personal trainer and you know, you're, I want this person to be getting training your best clients, get training four days a week from you for an hour, each session. So they're buying for 16 hours a month at a hundred dollars an hour. So a great client is worth $1,600 a month. Okay. And when somebody just meets you, well, what happens now? It may look like, and I'm just going to give an example. I'm not a personal trainer, but you know, I have a little bit of awareness about, so the first part might be they, they meet you or hear about you or, you know, find out who you are somehow. Then there might be a phone call to talk about, you know, kind of what I would call a discovery call. 

And that's typical for a lot of coaching and consultant businesses to identify that client's goals, that prospect's goals and what they're looking for, and to see, you know, kind of, to be a good fit, like, do they have a problem that you could solve? Right? So the, you know, that kind of has to match. And that's early in the, in the hallmarking steps, then they might come and do like a fitness evaluation or some sort of tour, you know, or like, or a free consult. And then they might start with two sessions a week to get them started, you know, or however that works. And then they might go for another evaluation and whatever, all those steps are to get them to where they are now working with the trainer four days a week, you know, 16 hours a month and they're getting progress, right? 

So all of the, whatever those hallmarks are, and there might be little things in there too. And I want you to do this in a granular way. Like they have to fill out a form. So what does that look like? They have to come for a tour and they have to sign a waiver. You know, they have to, um, take pictures of their body. They have to weigh themselves on the scale. They have to, um, do a fitness test and see how many pull-ups and push-ups, they can do whatever. All those little granular things are that they, they need to journey through to get to this ideal client place. You got to identify it. Every business has different steps. Some of them are similar. Um, but some of them, you know, are unique to the niche, right? So doctor's office has, you know, fill out paperwork, come in for an exam. 

And then our console, maybe if it's like a plastic surgeon, then come back for a second check, then schedule surgery, right? So it was like, boom, boom, boom, three, four, five steps there till surgery. Then there's aftercare, you know, all that. So really work on writing that whole journey down. And what you're going to find when you do that, is that for one, you're probably doing some of it half. And for two, you're going to see where areas, where you can make even just improvements in the way that you think about it, um, versus the way that it's actually being deployed. And that's going to help you right away, get more people into the ideal customer or client bucket and move some people that are marginal customers or clients, or, you know, marginal medium type buyers from you and get them up to a higher level. Right? So increase your, uh, TCV or total customer value, right? Your revenue per customers. Another way to express that. So this understanding this in a really detailed way is so important to enhance your existing business, but also starting to work on digital design that can support that and, or even virtualize a lot of that for your business.