The length of the buying cycle of your product can range from only a few minutes, to several months or even years. Usually, the length of the buying cycle is directly related to the price of your product or service -- the higher the price, the longer the buying cycle. As an example, the length of time a consumer decides what flavor and how many dips of ice cream he wants will happen very quickly as compared to the years it may take to sell a fleet of new aircrafts to a government facility. Some factors that will effect the length of the buying cycle are:
- Is your product or service too new or unique that buyers need to be educated before they can make a buying decision?
- How many people are involved in making the buying decision?
- How many competitors do you have and how strong is the need for your buyer to explore and research these alternatives?