With an estimated 70% of the sales cycle taking place before sales people can even get in the door. How is that you ask?
Information is global. It is available. It is searchable. It is out there. They will find it.
Interestingly, of 65%+ of people self- research information about a product or service before they even reach out to you!
What is even more interesting, they will often go to every place but your website. Very high percentage of business-to-business customers will go to on-line forums or related sites to get their information and their knowledge.
Why? There is an innate fear from these customers that you will try to sell them something! Therefore, in an attempt to outsmart you, they will spend a lot of energy solving their problem!
Research has shown that a very high percentage of your prospects can find the answer that they are seeking because of the various search engines that are out there. The danger for you is that you are not there when they starts looking! Therefore, is in your interest to have a strong presence all over the Internet so that your prospect can find you and can see that you are relevant and authentic.
The other unspoken danger is that they are vulnerable to get things wrong and incorrect Information. You cannot control that, unfortunately!
When they do reach out to you, you need to react and respond armed with the above information. They have already made decisions – generally, the main decision is going to be will they actually buy from you as opposed to your competition.
Therefore, they do need you. But I need you to listen; respect what they know (and find out what it is) and then take them to the next level.
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