The Researcher Stage represents individuals moving into purposeful investigation, actively seeking understanding. As Joshua Oakes notes, “This is a lot less passive, a lot more active and intentional. They’re saying, ‘I have some things in my business that might be applicable.’”
The Human Experience
“I am researching!”
People in this stage are:
- Actively investigating solutions
- Seeking specific understanding
- Evaluating applicability to their context
- Comparing approaches and options
- Building conviction through evidence
What They Need
Deep, Substantive Information:
- Detailed explanations of how things work
- Real examples and case studies
- Honest discussion of tradeoffs
- Transparent information about approaches
Support for Genuine Evaluation:
- Ability to explore at their own pace
- Access to comprehensive resources
- Freedom to compare and contrast
- No pressure to decide prematurely
Collaborative Exploration:
- Opportunities to ask questions
- Access to expertise when needed
- Community insights and experiences
- Peer perspectives and validation
What NOT To Do
❌ Force them through qualification gates ❌ Pressure them to “raise their hand” ❌ Treat research as buying signal ❌ Interrupt their evaluation process ❌ Gate critical information they need
Signal Recognition
Researchers show intent through:
- Systematic content consumption
- Specific, detailed questions
- Comparison shopping behavior
- Deep engagement with resources
- Pattern of purposeful investigation
Supporting Their Journey
Enable Thorough Evaluation:
- Provide comprehensive information freely
- Support comparison and contrast
- Share honest pros and cons
- Enable peer connection and learning
Respect Their Process:
- Allow them to research at their pace
- Don’t force premature decisions
- Support their due diligence
- Trust their evaluation process
The Progression
Some Researchers naturally progress to Hand Raiser when:
- Independent research reaches natural limits
- They recognize need for expert guidance
- Specific questions require direct conversation
- They’re ready for collaborative exploration
But forcing this progression damages trust and relationship potential.
Why It Matters
Supporting genuine research:
- Builds trust through transparency
- Enables informed decisions
- Creates confident buyers
- Develops authentic relationships
- Leads to better outcomes for everyone
The quality of research directly impacts the quality of eventual partnership.