Combining my experience in Instructional Design and Sales Consulting, I design, write, and produce BUYER'S GUIDES for businesses that love their clients and customers.
Creating a BUYER'S GUIDE isn't just a smart idea—it's the game-changer your business needs. This guide is more than just a document; it's the foundation of a sales process that resonates with your clients, turning a great idea into a thriving business.
Here’s why your business needs a BUYER'S GUIDE:
​1.   A Blueprint for Success: The BUYER'S GUIDE shapes your sales process, which in turn defines your entire business. By understanding your business from the buyer’s perspective, you can build a solid foundation that ensures long-term success. The process is simple: guide, process, business. This sequence builds something solid, not just winging it.
2.   Step-by-Step Business Design:   IN THIS ORDER, NOT the REVERSE!
#1.   Design a BUYER'S GUIDE: Start with a comprehensive BUYER'S GUIDE that aligns with your clients' needs. This guide is created primarily as a behind-the-scenes tool to develop your sales process—it's the blueprint for your business before it becomes a resource for your clients.  Design it like a training tool, defining and implementing a mix of key information, prospect assessment questions, and leading fork in the road choices.  A Buyer's Guide is a process guide for your target buyer.  
#2.   Design Your SALES GUIDE & SALES PROCESSES: Use the deductive insights gained from creating the BUYER'S GUIDE to design your sales processes. Focus on the best interests of your prospects, clients, and your company, ensuring your sales processes are built from the sweet spot where mutual advantages overlap.  The goal is to develop win-win relationships with ideal clients.  
#3.   Design Your BUSINESS Identity, Model, and Processes: Finally, to ensure everything is build on a strong foundation, design your overall business model, processes, and identity.  In this order—NOT the reverse! - 99% of businesses do it backwards and then struggle to create and maintain sales.  
​3.   The Hub of Your Business: Your SALES PROCESS isn’t an accessory to your business or a “bolt-on” solution—it’s the hub, core, and foundation of your business. Your role is to help buyers make informed, confident decisions. That’s what your business is all about: guiding clients to solutions that genuinely fit their needs. Your primary business value, identity, and market differentiator lie in your onboarding and consulting services, a.k.a., your SALES PROCESS!
4.   Client-Focused Approach: Your BUYER'S GUIDE isn’t about pushing your product; it’s about helping your prospects navigate their options and make smart choices. When done right, it highlights your value, filters out the wrong fits, saves time, builds trust, and ensures satisfied clients who won’t regret their decisions.
5.   Driving Revenue Through Design: To drive revenue, start by using the Buyer's Guide as a tool for designing your sales process. It’s not just for your clients but a blueprint for your sales strategy.
  • Put Yourself in the Client’s Shoes: Focus on understanding your target clients' needs, concerns, and decision-making processes.
  • Use the Guide as a Design Tool: Develop a well-structured sales process that aligns with your clients' needs.
  • Redesign for Sales Objectives: After establishing your sales process, revisit the guide with clear sales objectives, focusing on your company’s core identity, solutions, and services. Only then should you redesign the guide for use in sales consulting, prospect assessments, and client guidance processes.
  • Consider Its Use in Consulting: Adapt the refined guide for consulting or client interactions once it has served its primary purpose.
6.   Your Solid Foundation for Business Success: Your BUYER'S GUIDE will be your business hub and foundation, shaping your sales strategy behind the scenes.   And the secondary purpose of a SALES GUIDE is to create and share a tailored version with prospects to add even more value to their decision-making process.  As you create your guide, you'll refine your understanding of how your offerings align with your clients' needs. The result? A targeted strategy that boosts sales and strengthens your business.
  • More Qualified Leads because your marketing is now designed from well defined targets
  • Higher Close Ratio's - Dramatically increased sales, because sales people have tools and processes efficiently filter and guide clients to solutions, aka, closed deals!
  • Higher Profits from client assessments that lead to wider scope services and deeper contracts​
7.   Essential in a Competitive Market: In today’s competitive market, a BUYER'S GUIDE isn’t optional—it’s essential. Without it, you’re guessing; with it, you’re leading. A well-crafted BUYER'S GUIDE clarifies who your ideal client is and empowers you to close deals with confidence. It reshapes how you see your business, providing a clear framework for your sales process and marketing strategy.
​Start building your BUYER'S GUIDE today and take control of your business’s success. It’s the missing piece you’ve been searching for—and the key to unlocking your full potential.
Buyer's Guide Examples:
  • How (ideal client or targeted buyer) Solves (define problem) in (define situation).  
  • How Real Estate Brokers Empower Their Agents to Close More Deals in a Competitive Market
  • How Homebuyers Navigate the Mortgage Process in a Competitive Housing Market
  • How Businesses Choose the Right Web Design Firm to Stand Out in a Crowded Online Space
  • How Tech Startups Secure Funding and Build a Scalable Sales Strategy in a Rapidly Evolving Industry
  • How Investors Select the Best Financial Advisor for Their Wealth Management Goals
  • How Property Owners Choose the Right Roofing Contractor for Long-Term Durability
  • How Startups Select the Best Copywriting Services to Elevate Their Brand Voice
  • How Companies Choose Effective SEO Services to Dominate Search Engine Rankings
  • How Entrepreneurs Leverage A.I. Consultants to Automate and Scale Their Operations
  • How Retailers Find the Best E-commerce Platform Providers in a Fast-Paced Digital Marketplace
  • How Law Firms Select the Right Legal Technology Solutions for Efficient Case Management
  • How Restaurants Choose the Right Point-of-Sale Systems for Efficient Operations
  • How Manufacturers Find the Best Supply Chain Management Solutions in a Global Market
  • How Educational Institutions Choose the Best Learning Management Systems for Digital Classrooms
  • How Nonprofits Choose the Right Fundraising Software for Maximum Impact
  • How Agencies Find the Best Social Media Management Tools to Amplify Client Campaigns
  • How Consultants Select the Best Project Management Software for Client Success
* * *  The list of guide examples is endless.  -  What guide would serve your targeted buyers?
Buyer's Guide Mediums and Application Examples:
Here are ten examples of media or mediums that businesses can use to distribute or utilize a Buyer's Guide in a sales and marketing situation to drive revenue:

1. Interactive AI Chatbots:
  • AI-powered chatbots on your website can engage visitors by offering personalized Buyer’s Guides based on their specific needs and questions, guiding them through the decision-making process.
2. Email Marketing Campaigns:
  • Segment your email lists and send targeted Buyer’s Guides as downloadable PDFs or embedded content, tailored to different customer personas or stages in the buying cycle.
3. Webinars and Virtual Events:
  • Host webinars where the Buyer's Guide is presented as part of the content, walking potential clients through key points and offering it as a downloadable resource afterward.
4. PowerPoint Presentations:
  • Use PowerPoint slides to present the Buyer's Guide during sales meetings, conferences, or pitch presentations. It's a classic yet effective medium for conveying key information.
5. Social Media Posts and Ads:
  • Promote your Buyer’s Guide through targeted social media posts or paid ads, offering it as a free download in exchange for contact information, driving leads.
6. Website Landing Pages:
  • Create dedicated landing pages that focus solely on the Buyer's Guide, emphasizing its value and inviting visitors to download it, thus capturing lead information.
7. Printed Brochures and Booklets:
  • Distribute printed versions of your Buyer’s Guide at trade shows, networking events, or in direct mail campaigns to reach a more traditional audience.
8. Video Explainers:
  • Develop a short video version of your Buyer’s Guide, using visuals and narration to walk prospects through the guide’s content, then offer the full guide as a download.
9. Podcasts:
  • Feature the Buyer's Guide content in a podcast episode or series, discussing the key points and offering the guide as a downloadable resource for listeners.
10. Interactive PDFs and E-books:
  • Distribute the Buyer’s Guide as an interactive PDF or e-book, incorporating hyperlinks, embedded videos, and clickable content to engage the reader more deeply.