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How does your website influence your clients’ buying decision?
Didn’t win that last proposal? Having trouble converting new contacts into meetings?
Your website might be the reason.
Raintoday.com’s 2009 version of their “How Clients Buy” report shows that consultant’s websites are becoming more influential to buyers than in previous years. Their key finding shows that
- In 2005, 69% of buyers assigned websites at least “some influence” over their decision to engage in initial discussions with that service provider and only 51% of buyers assigned websites at least “some influence” over the ultimate purchasing decision.
- In 2008, 83% of buyers report the service provider’s website holds at least “some influence” over their decision to engage in initial discussions with that service provider and nearly three-quarters (74%) of buyers said the service provider’s website holds at least “some influence” over their ultimate decision to buy services from the provider.
Influence of Provider’s Website over Initial Discussions and Ultimate Decision to Hire a Service Provider
If you’re looking for data and analysis about how companies select professional services providers, this is your report.
Not sure whether you need a website revamp? You definitely need one if your site
- Uses a 1990s design that your nephew/neighbor created;
- Is verbose and doesn’t contain graphics (because people scan);
- Looks and sounds like all of your competitors; or
- Doesn’t communicate the value that you can deliver.
So where should you start? First, determine your website’s role in your sales process. Should it
- Generate leads?
- Facilitate the buying process?
- Share documents with your clients?
If you answered “yes” to the first two, make sure that you build your new site using organic search best practices. If your site just needs to function as your corporate brochure, make sure that it supports your message and accurately communicates your brand.
Tags: websites
[...] unknown wrote an interesting post today onMarketing Strategies for Consultants | Consulting M.O. » Blog …Here’s a quick excerptIn 2008, 83% of buyers report the service provider’s website holds at least “some influence” over their decision to engage in initial discussions with that service provider and nearly three-quarters (74%) of buyers said the service … [...]
[...] or fewer employees. But if you’re a marketing consultant, that’s no excuse. Does your website influence a client’s buying decision? Absolutely. After your reputation, your website is the most important marketing [...]
That is some inspirational stuff… Never know that opinions could be this varied. Thanks for all the enthusiasm to offer such helpful information here. I just launch a new site Idaho Business Directory and want to learn more about SEO.