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The notion of the buyer’s journey has been used to describe the path that your potential customer would take when making a purchase. However, today’s customers are sophisticated, savvy consumers who do their research.

In case you haven’t heard the statistic before:
“67% of the buyer’s ‘decision’ is complete before a buyer even reaches out to sales.”
(SiriusDecisions)

This happens because the buyer vets the companies by scouring their websites, reading reviews and asked others through their social networks for a referral. By the time consumers reach a salesperson, they are fully acquainted with your company’s product features, options and prices.

They have done their due diligence to narrow down their options. Read more

Trust is generally low among consumers. In fact, about 32% of consumers have trust for businesses and only about 13% trust advertising. So, if people don’t trust advertisements who do they trust? Their family, friends, and co-workers.

You can take advantage of this trust. By establishing trust with your target demographic and making it a priority, you can dramatically increase referrals and word of mouth advertising.

Why should prioritize customer trust? Because it’s key to repeat business. This is one of the top factors that lead customers to either stay or leave a business. Read more