Now you know who your best-fit customer is, but being the right customer doesn’t mean they’re ready to buy.
Something usually has to happen first.
What is this toolkit about?
The Buyer Situation Mapper helps you identify the circumstances that make your offer relevant now.
You’ll map:
- What the buyer is experiencing
- What has changed
- What triggered the need
- What they’re trying to achieve
- What makes action urgent
- What might delay action
The goal is to understand when and why a good-fit customer becomes a buyer.
What problem does it solve?
You may have a great offer for the right customer, but approach them at the wrong time.
Ask: “What is happening in this person’s world that makes solving this problem important now?”
That situation could be a new role, business launch, growth target, deadline, setback or major change.
When should I use it?
Use this toolkit when you know your best-fit customer but need to understand what triggers them to look for a solution.
What will I have when I'm done with the toolkit?
A Buyer Situation Map showing:
- Current situation
- Trigger
- Problem becoming urgent
- Desired change
- Reason to act now
- Barriers to action
How to use it
1. Map the Situation
What’s happening in their world?
2. Find the Trigger
What changed or created the need?
3. Identify the Urgency
Why does it matter now?
4. Map the Buying Context
What could make them act, or wait?
Don’t manufacture urgency. Find the situations where genuine urgency already exists.
Evunn Action Points (Recommended)
The Toolkit
Buyer Situation Mapper Notion Template
Use the template to identify the real-world situations that make your offer relevant to your best-fit customer.
Open the Buyer Situation Mapper Toolkit below.
Your Completed Output after using the Toolkit
Save your:
- Buyer Situation Map
The circumstances that create the need. - Buying Triggers
The events or changes that prompt action. - Urgency Signals
What makes solving the problem important now.
What’s Next? Identify the Alternatives
Your customer has a problem and a reason to act. But they probably aren’t starting from zero.
They’re already doing something to deal with the problem.
Next, you’ll find out:
What are they using, doing or choosing instead of your solution?