Marketing Advisor Update

Sales and marketing tips, insights and advice for service businesses amd companies selling complex or technical products.

Monday, November 20, 2006

Most B2B buyers expect pricing but don't get it

Some data about 'industrial/B2B buyers' - 85% use supplier web sites; 91% use the internet to find components and suppliers; buyers spend 6-8 hours a week online searching for products; 91% of buyers also use a catalogue in addition to the web site.

And from a study by ThomasNet (a major industrial information source) they find that 74% of buyers expect to find pricing information on a web site, but only 23% of sites actually do that. And 72% of buyers expect tech support details, but only 38% of sites provide that.

The clear message is that many industrial/B2B web sites still have a long way to go when it comes to delivering what buyers want.

These figures come from this article from MarkeingSherpa. Fantastic reading.

As you might know, I mainly work with service businesses, not manufacturers. But the same theme applies. As a service business or professional firm, does your web site actually deliver what your clients are looking for to help them make a purchase decision?


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