Over the past few weeks, we've been revealing secrets learned from buyers (read: your prospective customers). From making a good first impression to keying on basic collateral, our research has shown that succeeding with prospective customers isn't nearly as complex as you might think.
In our final installment, we unravel another key tidbit:
Secret 3 - Do The Easy Stuff Right
What do we learn from this? The majority of buyers really want basic information about your product or service. There is a tendency to get fancy with the types of collateral and information we might provide as marketers (see below), but our research suggests that buyers want things that get to the point. Simple buyer's guides, comparison charts of different products or services (or even versus competitors) and FAQs. Doesn't seem so hard, right?
So, don't spend a lot of time on this stuff:
Webcasts, podcasts, virtual trade shows - they take a lot of time to produce, can be expensive, and most buyers aren't flocking to these mediums. Now, if your basic collateral is up to snuff, and you have time and budget to invest in these mediums - go for it. But don't feel like you're getting left behind if you don't.
What does this all mean? Our goal is sharing these "secrets" is to underscore the point that succeeding with prospective customers isn't complicated. If you're investing in traditional marketing and sales practices by following up quickly on leads and presenting professional, simple collateral, you are setting yourself up for good things down the road.
>> Infographic: Buyers Share Their Secrets: See the complete infographic now and learn why reviews of your business matter and how following up on leads quickly will ensure your calls and emails are answered.
In our final installment, we unravel another key tidbit:
Secret 3 - Do The Easy Stuff Right
What do we learn from this? The majority of buyers really want basic information about your product or service. There is a tendency to get fancy with the types of collateral and information we might provide as marketers (see below), but our research suggests that buyers want things that get to the point. Simple buyer's guides, comparison charts of different products or services (or even versus competitors) and FAQs. Doesn't seem so hard, right? So, don't spend a lot of time on this stuff:
Webcasts, podcasts, virtual trade shows - they take a lot of time to produce, can be expensive, and most buyers aren't flocking to these mediums. Now, if your basic collateral is up to snuff, and you have time and budget to invest in these mediums - go for it. But don't feel like you're getting left behind if you don't. What does this all mean? Our goal is sharing these "secrets" is to underscore the point that succeeding with prospective customers isn't complicated. If you're investing in traditional marketing and sales practices by following up quickly on leads and presenting professional, simple collateral, you are setting yourself up for good things down the road.
>> Infographic: Buyers Share Their Secrets: See the complete infographic now and learn why reviews of your business matter and how following up on leads quickly will ensure your calls and emails are answered.
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