P
Paul Thompson
24Synergy Founder
Are customers taking longer to make decisions — or are they simply doing more research before they contact you?
Something that seems to be changing across a number of industries is how much of the buying process now happens before a potential customer ever makes an enquiry.
People can compare companies, products, reviews, specifications and prices without speaking to anyone. By the time they finally make contact, they can already have a very clear idea of what they want.
That potentially changes the role of sales. The first conversation is less about introducing the product and more about giving the customer something they couldn't discover themselves.
I'd be interested to know what others are finding. Are customers coming to you better informed than they were a few years ago, or are you still getting the same kind of initial enquiries?
Something that seems to be changing across a number of industries is how much of the buying process now happens before a potential customer ever makes an enquiry.
People can compare companies, products, reviews, specifications and prices without speaking to anyone. By the time they finally make contact, they can already have a very clear idea of what they want.
That potentially changes the role of sales. The first conversation is less about introducing the product and more about giving the customer something they couldn't discover themselves.
I'd be interested to know what others are finding. Are customers coming to you better informed than they were a few years ago, or are you still getting the same kind of initial enquiries?
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