Written by: Vickie Sullivan | December 07, 2017
What Buyers Really Think When We Contact Them
When buyers talk, we need to listen. So, let’s pause the holiday planning for a second and check out this infographic from MarketingProfs about what our prospects really think of our marketing efforts.
The good news: We get an “A” for effort. A slim majority (51 percent) say we’ve improved our communications. Another slim majority (41 percent) say we’ve improved the relevancy to their organization.
What’s missing: Relevancy to the prospect’s role. This is why LinkedIn was created. There’s no excuse now.
Another shady practice: Using the prospect to get to someone else. Folks, we wouldn’t like that either. Let’s drop this tactic from our toolbox.
It sounds like the bar is set pretty low. Given the information that’s available on the internet, conducting basic research on the company and the buyer’s role should be a given. As you make plans for 2018, think about you can integrate this research into your marketing and sales efforts. It looks like buyers will love you for it.
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