What are your customers’ buying shortcuts?
When buying the kinds of things you sell is a lot of work, what are the strategies your customers use to reduce that work?
Do they rely on personal recommendations from people they know?
Do they narrow the list to just those offerings that have their prices listed?
Do they start with a list of industry leaders published by analysts?
They’re busy. Buying from you is not their life’s ambition. They’re going to look for shortcuts.
What can you do to find those shortcuts?