Economic Buyer
The person with final budget authority and sign-off power for a purchase decision.
The Economic Buyer is the individual with ultimate authority to approve budget and sign contracts.
**Economic Buyer Characteristics:**
• Controls the budget • Can say yes when others say no • Focused on business outcomes and ROI • Often C-level or VP • May not be deeply involved until late • Signs the contract
**Engaging Economic Buyers:**
• Speak their language (business outcomes, not features) • Lead with ROI and business case • Respect their time • Use executive-to-executive connections • Leverage champions for access • Provide social proof from peers
**Economic Buyer Questions:**
• What's the ROI and payback period? • What's the risk of doing nothing? • How does this align with strategic priorities? • What resources are required? • What are the competitive implications?
**Gaining Access:**
• Champion introductions • Executive alignment calls • Strategic business reviews • Peer references • Executive events