What causes your prospects to set out on their buying decision process? What issues, trends or trigger events might cause them to recognise that their current situation cannot be allowed to continue, and that they need to start searching for a new solution? What are the potential changes in circumstance - within their company or within the market at large - that cause them to reject the status quo and look for a better way?
How might you recognise that an organisation or a senior executive had just undergone some sort of change that made them much more likely to become an active prospect? A body of research has shown that if a vendor can engage during this critical “window of opportunity” their chances of winning the business are at least 5 times higher.
So - what signs should you be looking for? What language might the prospect use when describing their problem or the category of solution they think they might need? How can you ensure that you attract and connect with them when they start researching their options - or, even better, be sure you are well-positioned as a potential supplier even before they acknowledge that they have a current problem?
What sets us apart?
Using techniques such as Voice of the Customer studies, we enable our clients to identify the issues, trends and trigger events that are most likely to initiate a buying decision process. We help them to position themselves clearly and to get found in the places their prospects turn to when they want to better understand how to solve an urgent and important problem.
Find out more
If you would like to find out how we could help you to identify the issues, trends and trigger events that drive your prospects’ buying decisions, please contact us here or call us today on +44 118 975 0595. Or you’re not yet ready to have a conversation, we encourage you to stay in touch by subscribing to our blog.