Posts Tagged ‘research’

Value Selling vs. Price Selling

Friday, July 29th, 2011

Value and price. They are the same thing, right?

Well, not quite.

Selling based on value and selling based on price are two differing strategies. But what are the differences between the two and which is more beneficial for your business? This article from explains. Value is a long-term solution and what is best for the growth of your company, while price is a short-term.

The key to selecting the right client is to ask the right questions. This will take about an hour of your time, but will be worth it. It is important to identify your ideal prospects on multiple levels.

Avoid boring presentations. Most prospects are meeting with you because they have already done their research on you and your company, checked references, and have a sense of your capabilities. What you need to focus on is the future, not the past.

How are you going to help your potential client and his/her business grow? How are you going to solve that client’s immediately and long term needs? These are the questions you need to be answering.

The rapport you build with the client is the key to any long-term business relationship. As the article says, “Rapport is based on trust, and hopefully is nurtured during the thoughtful exchange before contracts are signed.”

Each situation is different and every client must be handled individually.

Once the initial meeting takes places, send a summarizing document to the potential client and set up a brief follow up conversation. This is where you can finally discuss price. A useful question to ask is:  “How does this fit with your budget?”  Simple and direct.

The Process:

Begin with a focus on building rapport with the client and understanding needs and company background.  Begin by incorporating personal touches. Go in knowing that value is long term and that’s what’s important to your business relationship—and growth.  If the first few questions focus on price, than either a) you didn’t do your homework and/or b) you didn’t ask qualifying questions before your meeting.

“It is the steps you take to discover and connect that ultimately get you to that all-important meeting.”

If you have any questions, contact the Grindstone Business Development Group by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

The Importance of Search Engine Optimization in B2B Transactions

Friday, July 15th, 2011

Search Engine Optimization (SEO) is a cost-effective way to market your business/product while increasing profits, especially for B2B companies. Unlike traditional consumer transactions, B2B transactions often require much more research before an order is ever made. And, as this article from Marketing Today explains, the internet plays a major role in this process.

A recent study, “The Role of Search in Business to Business Buying Decisions,” surveyed approximately 1500 participants responding to a 40-questions that was validated with pre-testing before implementation. You can download the entire report for free, but here are a few of the highlights:

  • When participants were asked to indicate how they would go about making a B2B purchase, 93.2 percent said they would research the purchase online.
  • When asked if they would use a search engine at some point in this task, 95.5 percent of participants indicated that they would.
  • When asked where they would start their search for information, 63.9 percent of participants chose a search engine over consumer review sites, e-commerce sites, manufacturer’s sites, and industry portals.
  • When taking budget into consideration, manufacturer’s sites and industry portals were the chosen starting place as budgets increased. However, 86.9 percent of participants said they would visit a search engine after visiting those sites.

So what did this study conclude?

  • Search engines play a dominant role in B2B purchases.
  • Search engines are used in the early or mid research phase in the buying cycle.
  • Google is favored over other search engines.
  • Search engine research takes place at least one to two months before the buying decision.
  • Good balance between organic and paid search is necessary. Organic SEO gets over 70 percent of the clicks.
  • Position is a factor, with over 60 percent clicking on the top 3 listings.
  • Most users decide which listing to click on in seconds upon scanning the page.

Here’s what distinguishes search engine marketing from other types of advertising:

1. Non-Intrusive:  Search marketing is a non-intrusive marketing tool. Most advertising, both online and offline, interrupts consumer behavior. If a user goes to a web site for info, up pops an intrusive ad. Reading a newspaper? Ads dominate and force articles to be continued on another page. With search engine marketing, the user is actively seeking your products, services, and information. They are delighted to be driven to your site.

2. Voluntary: Search marketing is the result of user-originated behavior. Your visitors from search engines and directories have voluntarily clicked on your listing rather than any competitors, thus they are motivated to explore your offerings.

With 90% of internet searches never making it to the second page of results, it is very important for B2B marketers, wholesalers, and B2B exchanges to ensure their Web sites are correctly optimized for good positioning.

If you have any questions about how SEO can help you, contact the Grindstone Business Development Group by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Working From Home: The Benefits of Sites Like WAHM and Rat Race Rebellion

Friday, April 22nd, 2011

What is your dream job? If you are like most people, you dream of waking up, making a cup of coffee, walking to the computer and working in your pajamas. But that is just a dream, right? Well, why not make it a reality?

More and more Americans are working from home every year with the help of online job hunting sites like WAHM and Rat Race Rebellion.

Many stay-at-home jobs center around customer service, sales, quality assurance, or skip tracing, but there are several non-phone related jobs available as well, like research, writing and data entry. The jobs are out there, all you have to do is look. And WAHM and Rat Race Rebellion make the search easier than ever.

According to the Telework Research Network, 2.8 million U.S. workers currently consider their home their primary place of business. That number might seem high, but it accounts for just about 2% of the country’s workforce. You too can be one of the few individuals who have figured out the advantages of working at home.

This article from the Business Idea Library outlines the many benefits of working from home.

  1. Being Your Own Boss You decide if today is a work day. You decide if you get to take an extra long lunch. You also decide what your financial and career goals are. You choose the projects you work on and the projects you outsource to others. You choose the who, what, where, when and why. It’s very empowering.
  2. Flexibility You can choose when to work and when to focus on your family. You can work during nap time, early mornings, nights, when the kids are at school or you can even hire a part-time babysitter or swap childcare with a friend. The point is you have the flexibility to work based on your own needs and goals.
  3. Great Income Potential You choose the path you take to achieve your goals. This means you’re not bound by salary caps, a glass ceiling or any other limitations. You can choose how much money you want to make and set your goals and plans to achieve it.
  4. You’ll Save Money This is another surprising benefit. When you work from home you no longer have to: Pay for gas for your daily commute, buy and maintain a work wardrobe or Pay for lunch out

For stay-at-home job opportunities, contact Grindstone by calling 888-724-7463 or click here today!