SMITJ

The joint marketing reason for a sale to lose, they are too expensive compared to competitors. Strangely, it is never give customers the reasons for choosing a provider. The survey for customer survey that they main reason for the choice of a supplier, the supplier responded to their needs and / or showed a return on their investment. The customers in the B2B marketing almost never give the price as the primary or even secondary. Even taking into account that there is a certain reluctance to say that they bought at the lowest prices tenderer (with the exception of the public sector), there is still a big gap between providers and their customers, why not buy a customer, their solution was much better, functional, etc..

The reason why most customers purchase a solution, especially against another is complex, but on two main factors. The first customer the whole world can see little differentiation between competing brands and therefore choose which they are most familiar and comfortable, or the greatest confidence. Secondly, if a B2B customers the choice of a product or service that they choose to give them the best return.
For those of us who are on sale for more than a couple of years, not much has changed. The companies have always bought on the basis of criteria of familiarity, trust and recreation. What is different in our days the formalities with what is measured by the buyer pragmatic. It would be a great service if Marketers therefore its attention to return on investment (ROI) for messages in their marketing strategies.
There is no reason to hide, to the organization, offers products and services based solely on the characteristics. First, there’s too many messages, plunging the company, too many demands and too much promise for each customer to make decisions on the application and counterclaim.