Nowadays the marketing situation has been changed. 10 years ago all power was under business’ control as they controlled all information and gave it if it was necessary. Now, we have opposite situation as buyers may have access to the information about various products from different sources and according to the research’s data, the buyers start almost 25 % of all purchases with an Internet search.
So it is time for marketing experts to modify the marketing situation to adapt to buyers awareness. There are 3 useful tips for that:
- Focus on providing the information not making buyers buy something. Buyers are searching detailed characteristic, description, reviews about products and services before pay for that. Your content should be helpful in solving their problems that makes your company look trustworthy in the eyes of the buyer.
- Good reviews and testimonials about your services is key to success. People always like to follow recommendations of others who have already tried that. Don’t be afraid to ask your clients to share opinions about your service and products.
- Modify your sales process. There may be many influential sites in your sphere work which buyers usually visit so your task is to make presence on these sites, here is possible from joining the conversation to sharing content which appropriate to its sphere. We live in busy time where there is no time for sales meetings or presentations where buyers may get necessary information but it is time to turn your prospectors and closers into useful guides in your department of sales.
Sales guide is the requirement of up-to-sate society as people want to be guided but not sold. Now when you aware of it, you should modify your approach to function of sales in your company.