Integrated Marketing for Buyers
For those of you hoping the Internet will provide all of your buyers, think again and hope less.
According to a study by IBM, the top B2B research sources are surprising even for Millennials.
Millennial top sources for buying research are:
- Vendor representatives
- Tradeshows and conferences
- Colleagues in my organization
For Boomers it is less direct. The top three research sources are:
- Tradeshows and conferences
- Articles, papers, blogs from industry experts
- Colleagues in my organization
Even GenX adds a third top source in “Articles, papers, blogs from industry experts.”
Mobile website or website content and social media ranked in the middle for all three demographic categories.
Direct contact from vendor reps in the office and at tradeshows/conferences drives sales. It’s important, in this digital age, to have high tech and high touch if you want to sell business to business.