Two recent findings that should make you to think about your marketing strategy

Tuesday, 22nd April 2014

Categories: Ideas

Here they are:

• 80% of B2B buyers undertake their own personal research before they engage with possible solution providers – source SirusDecisions
• 59% of B2B make business decisions at home – source Google

So if you’re still operating in the marketing past and consider any investment in marketing a waste then now is the time to consider you might be wrong.

The reality is that people who make the decisions that can have a dramatic effect on your business are using quiet time away from the office to consider their options. They don’t need you in the room with your sales chatter, they don’t need you on the phone asking for the order, what they want is to be left alone with enough information so they can make for them the right choice.

If you rely on face to face and phone calls to force a decision from a client chances are your opportunities for these types of encounters are going to become less and less.

What you need is proposal based on great value that offers more than a solution to a problem but a new way of working that offers an alternative approach.

And a set of info documents that prospects and clients can access that makes it easy for them to decide to use you.

And what happens if you don’t.

Well in the next 6 months probably not a lot.

It’s anticipated that the combination of smartphones and tablets together with improved 4g will mean that the traditional solutions based sales process will no longer be relevant. In fact Gartner anticipates that by 2017 marketing departments will be spending more on technology than their colleagues in IT.

So next time you find yourself at home, away from all those office distractions, researching a solution a problem and making a decision on who can help you – then think about all your prospective clients doing the same.

Author: Gamze Bilgili