How Businesses Buy From Businesses

HOW BUSINESSES BUY FROM BUSINESSES. PRODUCTS £1,000 - £10,000 £10,000 - £50,000 SERVICES £1,000 - £10,000 £10,000 - £50,000 £1,000 £50,000 VS. USE A SEARCH ENGINE CONSULT THEIR NETWORK In other words: The majority of companies start their search for a supplier by contacting their network and asking for a referral. The more expensive your product or service, the more likely this becomes. 55% of businesses won't bother searching beyond page 2. 95% only look at organic listings and will ignore sponsored links. 43% feel more confident In other words: Even when your business comes recommended about using suppliers that are ranked on page one. In other words: Before you spend money on SEO you not only need to ensure that you can achieve page one ranking but you need to work out whether the costs warrant the returns. And don't waste your money on AdWords. through a trusted referral, you'll still need a good web presence in order to continue the sales cycle. VISIT SUPPLIER WEBSITE 56% In other words: Make your website look and sound like you can deliver and you will more than double your sales potential. won't bother contacting a supplier if their website doesn't look professional, even if the supplier came highly recommended by someone that they trust. So you will never even know that you lost a sale. CONTACT/MEET SUPPLIER TO SUM UP: If your business sells to other businesses and you haven't got a solid networking strategy in place you're probably seriously missing out on sales so it's important to expand and nurture your business network as much as possible. Search engine marketing and SEO can of course be beneficial to the B2B sales process but potentially not to the degree we've been led to believe. Most importantly, regardless of how prospects start their search the vast majority will always visit your website before they pick up the phone. So it's absolutely 100% critical that you spend your time and efforts getting your online presence right. latitude brand solutions Data gathered from a survey conducted in October 2015 (Breakdown of respondents Businesses with: 0- 5 employees (53%) 5 - 10 employees (16%) 10- 20 employees (11%) 20 - 50 employees (9%) 50+ employees (11%)) ©2015 Latitude Solutions Ltd. Concept and design by www.latitudebrandsolutions.co.uk. Some icons on this infographic designed by Freepik.com Less than In excess of Less than £1,000 In excess of £50,000 83% will always check out a supplier's website first before contacting them.