What is an economic buyer?
The person who can spend the money or give the final yes on a purchase.
What it means
The economic buyer is the person who can spend the money or give the final yes on a purchase. The term comes up in the MEDDIC and MEDDPICC checklists and in the Miller Heiman map of buying influences, where the economic buyer is one of four roles.
The economic buyer is often not the person reading your email. It may be their manager, a department head, or someone in finance.
What it means for a sales email
You rarely write straight to the economic buyer early on. Instead, write so your note can reach them: plain words about the business outcome they care about, short enough to forward. Asking are you the decision maker is the weak version. Asking who else should see this is usually better.
In a small company, the economic buyer may be the person you are writing to. In a larger one, the path usually runs through several people, and it is fine to learn who they are once there is a real conversation.
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