▷ How does the purchasing decision process work?

The world is increasingly connected, which directly affects consumer behavior. For us architecture and interior design professionals, it’s no different. At the end, the purchasing decision process of the client has a huge influence on our work.

The time limit for receiving a response, whether positive or negative, can be a serious problem. We find ourselves with a busy schedule while waiting for the client’s decision. Why does this happen? Why do customers have so much trouble deciding?

In this text we highlight some important points and how we can use them to our advantage. Keep reading to learn how to guide your client through the decision-making process!

What qualifies the purchasing decision process?

Studies promoted by neuroscientists and psychologists show that emotion dominates the customer’s choice process at the time of purchase. Many clients suffer from a terrible illness: the fear of deciding.

Our decisions are strongly influenced by social behavior. The neurons lead us to a process in which we seek to imitate others. We decide to buy certain items to belong to a certain group.

What do we do, how architectural professionalsWhat can we do to avoid this? If people are influenced by others, they follow trends. What have you done to be among the trends?

The ideal is to always be up to date with the latest news and trends. It is normal that we follow the work of our professional colleagues to inspire ourselves and evaluate whether what has been used fits into our own creations.

No Casoca, we have the page products with the most downloadsso you can find out which items professionals use the most. It is very common to see that a product used in one project with very good results begins to be used in several other projects.

So, use your own connections to inspire yourself and belong to a group! A good alternative is also to ask the client to search for references of what they like. So, by seeing your project similar to what he has already seen and with which he is familiar, he will feel part of the group to which he wanted to belong.

Stay on top issues that affect the customer’s decision This is the best way to find solutions and integrate them into your project presentation strategies for a client.

The quest for happiness

Some factors are extreme relevance in the purchasing decision process. One of the most important is the pursuit of happiness. When a client wants to renovate or build a new environment, he searches for something better and definitely creates good moments in his imagination when the place is ready.

For many, it’s a dream come true. Having a house or an office as you have always dreamed of is synonymous with great happiness. So, when we manage to capture this desire and integrate it into the project, we awaken good feelings and we delight the customerwhich makes the purchasing decision process much easier and with little risk of doubts.

People are pushed in this direction by the collective unconscious, and being happy is be connected to our times. This connection makes them behave young, technological and always on the move.

For example, currently co-ownerships offer more fitness options and that add technology to information and connection. After all, longevity is the dream of many people, and the closer they come to this ideal, the greater the motivation to invest in a particular product or service.

Be contemporary

It’s a label that consumers are always looking for. They want to be recognized as someone of our time, and today, decisions are greatly influenced by social networks.

These communication tools connect people to their group and lead them into the herd effect. For example, a comment from someone in this group may influence more than the opinion of the architect himself, who was paid to do so.

Our challenge is therefore immense! Gaining the client’s attention is a condition for having influence and moving the project forward.

But how to compete with so many new elements? How to manage these emotional aspects which dominate the decision-making process? The solution is to return to be very close to the customer and his world of relationships.

It is not appropriate to let the customer get lost in a decision-making process! Unfortunately, this requires more time from the professional. In other words, it is necessary promote your expertise and charge more to each customer.

After understanding these points better, it became clear how important it is to understand your customer’s purchasing decision process, right? Take advantage of this information to create strategies and use everything to your advantage!