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Are prospects really more educated today?

There's a saying in sales these days where people say that prospects are more educated and knowledgable than ever because of all the information available.

I think the opposite is true.

Prospects are actually just more confused than ever.

When I'm looking for solutions for my company, there are literally so many options out there, I'm just looking for someone to advise me on why something is the best fit for my specific problem and make the transition/onboarding super simple and easy for me.

Thoughts?

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    • 0
      Profile picture of Keith Gillard
      @kgillard1
      ( 425 POINTS )
      1 month, 2 weeks ago

      Maybe prospects are confused because sales people do not understand their clients requirements or understand how their product can address the clients challenges. You look for a medical doctor to give you a clear diagnosis and course of action or you get a second opinion. I would argue that if the sales person provide a clear explanation of how they can and will address the issue, they will secure the business. You have answered your own question when you describe what you expect.

    • 1
      Profile picture
      @
      ( 0 POINTS )
      1 month, 2 weeks ago

      I faced the same thing. Buyers research on Google and assume what they find on first page of search is most probably true. Countering hurts their ego. What they don’t understand or want to momentarily believe is that first page results may be because of seo techniques or ad spend. Not necessarily depth of knowledge.

      • 0
        Profile picture of Colin Campbell
        @colin-campbell
        ( 9.8k POINTS )
        1 month, 2 weeks ago

        Good point, @maxcalling001. More information doesn’t necessarily = more knowledgeable.

        It’s almost like choice paralysis for the prospect. They have so many options available to them, they end up falling back on biases/logical fallacies/whatever beliefs are most comfortable to hold?

        • 0
          Profile picture
          @
          ( 0 POINTS )
          1 month, 1 week ago

          yeah true that.. and on a humorous note people around me are capable in holding these biases for longer 🙁

          • 0
            Profile picture
            @
            ( 0 POINTS )
            1 month, 1 week ago

            yet these prospects will buy from you when a need arises..

            • 0
              Profile picture of Shaheem Alam
              @fiveringsmarketing
              ( 889 POINTS )
              1 month, 1 week ago

              @maxcalling001 A few things need to happen for a prospect to engage with you.

              1. Your product or service is relevant to their roles and responsibilities
              2. The messaging is very clear about how it’s relevant
              3. Timing is right

              The first two require a deep understanding of the buyer persona (who, why them and what’s in it for them?).

              3rd is out of your control, unless the timing is generally right because of market trends at a broad scale. (ie. anything supporting virtual office, events, collaboration during covid). So, 1 and 2 should be your focus.

              Feel free to email me shaheem@fiveringsmarketing.com. Happy to give you some more pointers on how to make 1 and 2 happen.

              • 0
                Profile picture
                @
                ( 0 POINTS )
                1 month, 1 week ago

                Noted ur email. As of now kinda of in a mess where only we can get ourselves out of it.. things have been delayed due to lockdowns.. an my own business loan burgeoning. Else would have loved to take some risks with you..

              • 0
                Profile picture
                @
                ( 0 POINTS )
                1 month, 1 week ago

                Thanks for these inputs.. yeah we are identifying personas..

    • 1
      Profile picture of Colin Campbell
      @colin-campbell
      ( 9.8k POINTS )
      1 month, 2 weeks ago

      Interesting take. I think you’re onto something.

      As a budget owner, I can attest to the fact that while I definitely have vastly more information available to me, I don’t necessarily feel better educated, depending on what type of service/product I’m evaluating.

      I’ve just never heard it articulated the way you did here, but it speaks to me.

      • 1
        Profile picture of Shaheem Alam
        @fiveringsmarketing
        ( 889 POINTS )
        1 month, 1 week ago

        Exactly. And as a decision maker myself, I make a decision based on how well the salesperson understands my particular situation/problem and paints a clear picture of how their solution will make my life easier.

        It’s more important than ever for salespeople to put the advisor hat on.

        I love it when a salesperson tells me “Shaheem, we work with tons of clients like you, I understand the naunces of your situation, here’s what worked for them.”

    • 0
      Profile picture of Katie Ray
      @katie_ray
      ( 12.6k POINTS )
      1 month, 1 week ago

      I love this! I agree that prospects have access to more information now than they ever had before. I also agree that prospects do their research more before the initial call, which is why nurture campaigns are important. However, I do think that a lot of prospects still want an excellent process. They want to be catered to, appreciated, and valued. You still have to handle them with care, even though they may already know so much about your product. Prospects may definitely be more educated, but they still buy the same. (In my opinion)

      • 0
        Profile picture of Shaheem Alam
        @fiveringsmarketing
        ( 889 POINTS )
        1 month, 1 week ago

        100% agree. Prospects definitely still buy the same as they always did. High-level sales professionals understand that and that’s why they sell in any market.

    • 0
      Profile picture of DamianD
      @damiand
      ( 280 POINTS )
      1 month, 1 week ago

      Hi Shaheem:

      I think this is what G2 was meant to solve, but its coverage is patchy. In my vertical which is legal, its very inconsistent.

      The other channel is then professional organizations in your industry, somewhere there is usually a resource, or maybe an annual conference that has vendors. In my area there is a legal operations organization that has gain distribution list where people literally ask for recommendations for software or services from other legal ops practitioners.

      So, its fragmented out there by industry.

      • 0
        Profile picture of Shaheem Alam
        @fiveringsmarketing
        ( 889 POINTS )
        1 month, 1 week ago

        Honestly, I never look at these software review websites. I just think they’ll promote whoever pays them (whether this is true or not I don’t know).

        I’m sure I’m not alone here so thats why I think there’s still a big gap, which is filled by professional salespeople who can act as advisors.

        For yourself btw, check out https://www.lumosemarketplace.com/for-lawyers. They’re a new company that’s building a software marketplace for legal practitioners.

        • 0
          Profile picture of DamianD
          @damiand
          ( 280 POINTS )
          1 month, 1 week ago

          Thanks!

    • 0
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      @
      ( 0 POINTS )
      1 month, 1 week ago

      test

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