So typically a factory visit includes special
treatment from the moment of arrival –(reserved parking spots, personalized welcome sign as they enter the building, gracious receptionist and a beverage of choice)…
through introductions (“Thanks for visiting with us. We want to fiji telemarketing database maximize the value of your visit. Please tell us everything that you specifically want to cover or accomplish while you are with us.”)….
Obviously there’s a powerful mindset driving the behavior in both cases.
In one case the immediacy of personal
interaction and the instinctive direct sales inclination create an appropriately interactive experience. In the other, the traditional perception of a website as an “online brochure” creates a “read it and if you have questions raise your hand” linear response.
So where’s the breakdown?
Most companies haven’t yet appreciated the fact that a website’s business development value isn’t as a destination, but rather as a hub. That’s a subtle (from the perspective of Gen X & baby boom owners) but important difference.
b2b marketing real meetingA website
as a digital brochure will fail to produce more than the mediocre results which most assume is the nature of B2B digital marketing. But a website which is your virtual conference table around which you will visit with potential customers is an enormous asset.
That’s the conceptual leap that many fail to
make, and the one which is perhaps most important to successful B2B marketing, particularly for manufacturers of industrial products, in today’s hyperkinetic markets. And it is critical to a model that adapts to buyer behavior – where nearly 70% of the buying process is complete before buyers will speak to a rep directly.