How Business Owners Make Decisions

HOW BUSINESS OWNERS MAKE BUYING DECISIONS TAB Small Business Pulse Survey MOST HELPFUL MEDIUM MOST INFLUENTIAL do you learn about the product or service?* Which individual or group is most influential in making a major purchasing decision?* When making a purchasing decision, how Talk Directly with Vendor 46 Other Business Owners 46 Using the Products or Services Company Website 29 16 Discussion with colleague Social Media (0% as a first choice; 2% as a second choice) 27 My Employees 10 The Vendor MOST DESIRABLE OUTCOME CONFIDENCE IN A PRODUCT Add Value Increase Revenue 56 32 Customer Testimonials (53% ) Customer Case Studies (47%) Reduce Costs 12 Personal Trial and Error (64% ) Vendor Demonstration (36% ) WHAT DO YOU EXPECT FROM A PRODUCT OR SERVICE? DO YOU TRUST VENDOR INFO? Very Distrusting (1%)| Somewhat Distrusting (21%) (36%) Does What It Claims (26%) Delivers an ROI (22%) Makes Things Easier (15%) Makes Customers Happy Somewhat Trusting (70%) Very Trusting (6%) TAB Data Source: The Alternative Board, Small Business Pulse Visit us online: TheAlternativeBoard.com Only the top answers are displayed. THE ALTERNATIVE BOARD Shared Wisdom, Bottom Line Success