I was reading a post on another site about the customer journey in sales and had some thoughts on how we as authors can use this to out advantage. ****** The Map Your Reader Takes Before They Buy Your Book Most authors think marketing is about getting in front of people. It's not. Or — it's not just that. Marketing is about understanding where someone is in their relationship with your book, and meeting them there. Get that wrong and you're spending money talking to people who aren't ready to hear you. Get it right and every dollar, every post, every email does exactly what it's supposed to do. The framework that changed how I think about this is called the customer journey — and once you see it, you can't unsee it. What the Customer Journey Actually Is The customer journey is the path a complete stranger takes to become a reader, and then hopefully a fan. It has stages. Not everyone is at the same stage. And the biggest mistake authors make with advertising is treating everyone like they're already at the end. Here's how the stages break down for a book author: Awareness — They don't know you exist yet. They've never heard your name, never seen your cover, never stumbled across your title. You are not on their radar at all. Discovery — Something catches their eye. A BookTok video. A Facebook ad with a hook that lands. A recommendation from a friend. An Amazon also-bought. They know you exist now, but they don't know if they care yet. Consideration — They're looking closer. They read your blurb. They check your reviews. They click through to your author page. They're asking: is this worth my time and money? Conversion — They buy. They download the sample. They add it to their TBR. The transaction happens. Retention — They read it. They finish it. They feel something. Now the question is whether you've given them somewhere to go next — another book, a newsletter, a community, a series. Advocacy — They tell someone. They leave a review. They post about it. They become part of your marketing machine without you asking them to.