The buyer behaviour of B2B customers is changing. Interuptive sales
techniques such as cold calling and industry advertising have become
outdated as time poor B2B buyers have become increasingly self reliant
thanks to the Internet and social media. B2B buyers are turning to peers
and trusted advisors when making a decision to purchase.
Therefore one of the primary goals for using social media for business is building "social authority". An organization or individual's social authority is developed by establishing themselves as the "expert" on a given industry or subject. In effect you need to carve a niche as the authority on your subject.
The above graph demonstrates that B2B buyers are more likely to take the advice from a blog or social media network rather than hear the pitch by a salesman.
Therefore one of the primary goals for using social media for business is building "social authority". An organization or individual's social authority is developed by establishing themselves as the "expert" on a given industry or subject. In effect you need to carve a niche as the authority on your subject.
The above graph demonstrates that B2B buyers are more likely to take the advice from a blog or social media network rather than hear the pitch by a salesman.
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