Technology today means more information, as the phenomenon is commonly discussed on the internet, frequently and vastly. Large amounts of newly developed software are selling more on the internet than through any other medium. In much of a clichéd manner, the industry has favored internet marketing due to the high returns on investment from that type of marketing.
Some companies have seen huge sales withB2B Marketing tools and they have come up to share their stories online.
Word of mouth, tradeshows, or offline journals were all that were there a few years ago to educate buyers about a product. But after the advent of the internet, almost all types of information have started to flourish so easily on the internet. Traditional methods such as word of mouth marketing, direct personal marketing, cold calling etc. have been countered by the internet.
These days, even laymen have been equipped with the knowledge of how to seek and use information – thanks to the simplicity of using Search Engines, Portals, Social Networking, Online community marketing and Blogging. Search Engine Marketing such as paid listing to be on top of the search lists are something that the companies have been increasingly opting to.
Customers who seem to respond early are dealt with more focus and concentration. They are carefully maneuvered to convert them into immediate buyers. Demand Generation Methods and Tools are applied to convert them with immediate effect. In reality, the process of keyword choice is highly automatic and each customer searches with his desired keyword.
Nevertheless, the internet has made you and your company available to a buyer at the blink of an eye. Hence, this counters the need for a direct personal representation which may turn very costly at times. With the internet, it is customers who search, seek and volunteer to learn and be part of you, which type constitutes more than 80 percent of internet businesses.
It also gives an edge to buyers to test the authenticity of a salesman’s promises and claims and put forth relevant questions to clear doubts or to be adequately knowledgeable on the product before a purchase. So much of knowledge sharing forces B2B Marketers to maintain transparency in their claims and this improves the overall transparency of the internet B2B market.
But on the other hand, you cannot convert all those leads into immediate customers because their psyche dictates them to research some more about the product. They are well prepared to take time enough to know the various details and information on a product. This makes you wait till they prepare and convert and you can probably make it a little quicker!
But just as they have searched on the internet to reach you, it is highly probable that they will turn customers very soon! And it is not too far from happening!