It’s vital to understand where the buyer is coming from, and communicate in a way that showcases you understand. Research shows that making purchase decisions are a result of three key components: Trust, Empathy, and Competency.
For your buyers to convert, it requires them to see you and your company as trustworthy, that you know the problems they’re experiencing, and that your product or service can resolve that in a competent way.
The most efficient and scalable model for building trust, increasing empathy, and showcasing competency is to become a thought leader.
Your buyers have more access to information than ever before. Yet, this abundance of information creates an opportunity for you to demonstrate how best-practices apply specifically to the prospect’s business–and importantly–to each of the roles responsible for making a decision about your solution.
Developing your firm’s thought leadership has several advantages:
Building authority and personalizing to particular industries and/or executive prospect roles, such as CFO or COO can be achieved through multiple methods. We have helped companies establish, articulate and communicate authority using:
Highlight a specific application or industry use-case, or a specific problem/solution area with microsites to host multimedia content (video, calculators, testimonials, product specs, etc).
Increase credibility and brand awareness through collaborative, multi-vendor, cross-promotion of thought leadership website on areas of mutual interest (e.g. Big Data Manufacturers Alliance).
Since every industry speaks in their own language, and each role has unique buying motivators, a campaign-specific landing page positions your offering through the filter of their role, industry, or company.
Accelerate sales cycle time with targeted role-based nurturing programs that deliver content directed by the prospects interests.
We strive to work effectively, to maximize our efforts and to minimize the time you need to spend on projects. We do this by using many formalized processes to ensure that we handle our time, and yours, as effectively as possible.