Asked how they "check out" potential professional services providers (such as an accounting, marketing, legal, consulting, or tech firm), 81% of buyers say they head to the seller's website.
The next most common strategy is online search, with 63% of buyers saying they google the service provider.
Recommendations and opinions also play an important role: 62% of buyers ask friends or colleagues whether they've heard of the person/firm, and 56% talk to references provided by the seller.
These various channels are complementary rather than mutually exclusive; buyers use 3.2 methods on average to research a service provider.
Below, additional key findings from the report, which was based on data from a survey of 1,028 buyers of professional services.
- 60% of buyers say they use social media to research a potential professional service provider.
- Among social media platforms, LinkedIn is far and away the most commonly used source of information on service providers.
About the research: The report was based on data from a survey of 1,028 buyers of professional services. The services regularly procured by respondents include accounting/finance (54% purchase), marketing/communications (47%), legal (40%), technology (35%), management consulting (33%), and architecture/engineering/construction (20%).
Continue reading "How Buyers Evaluate Professional Services Providers" ... Read the full article
Subscribe today...it's free!
MarketingProfs provides thousands of marketing resources, entirely free!
Simply subscribe to our newsletter and get instant access to how-to articles, guides, webinars and more for nada, nothing, zip, zilch, on the house...delivered right to your inbox! MarketingProfs is the largest marketing community in the world, and we are here to help you be a better marketer.
You may like these other MarketingProfs articles related to Sales:
- Poised for Profit: Execs Reflect on Digital Customer Engagement
- Sales Outreach in Five Steps: How to Run Campaigns That Get Results and Don't Burn Your Leads
- How Not to Give a Great Presentation
- 15 Stats You Should Know About Sales Tools [Infographic]
- 'The Leads Are Weak': It's Time to Go Beyond MQLs and Drive Pipeline With MQMs Instead