Online searches, vendor websites, and peer recommendations are the top 3 resources for B2B buyers.
As a marketer, it’s not enough to just know about the B2B buyer’s process. Your success rides on your ability to understand how your buyers are getting their information — and, more specifically, where they’re getting the information they need to make a purchasing decision.
So where are they getting most of their information? I can tell you, it’s no longer from sales reps.
In our digital era, buyers are heading straight to the internet to gain valuable insight before making purchases. Thanks in large part to social media, mobile technologies, and the world wide web, buyers are becoming increasingly self-sufficient. In fact, 70% of the buyer’s journey is complete before a buyer even reaches out to sales. This means they have already spent a fair amount of time educating themselves with the enormous amount of information available to them on the internet.70% of the buyer’s journey is complete before a buyer even reaches out to sales. This means they have already spent a fair amount of time educating themselves with the enormous amount of information available to them on the internet. Click To Tweet
Is your content marketing meeting buyers where they are? Here are the three most important sources of information for B2B buyers.
Infographic: 3 top resources for B2B buyers
Takeaway: Get in early
Listen, your prospects are forming their opinions about your business and your products based on what they find on the web, and early on.
This new reality may seem daunting, given how much of the purchase decision-making process occurs before you have the opportunity to engage with a potential client. But in reality, this changing climate offers serious opportunities for businesses to demonstrate their expertise, without turning buyers off with overt sales pitches.
To make the most of the potential purchaser’s experience with your business, content is key.
A robust content marketing program builds brand awareness, establishes trust and rapport with prospects, and generates traffic to your website. Thoughtfully generated and curated content catches the attention of buyers and keeps them interested in your business through the time of purchase.
With a well-thought-out, data-driven content marketing strategy, you’ll be ready to meet digital natives where they are.
- 10 Stats You Should Know About the B2B Buyer’s Journey
- A Web Search is a B2B Buyer’s First Move in the Purchase Process
- 5 Takeaways from the Industrial Product Buyers Survey