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Hub You - Is Industrial Marketing An Oxymoron?
Chicago has been an economic powerhouse of the Midwestern United States that despite the numerous upheavals of the 70s and 80s, has managed to grow and develop at a fast pace. Starting an apparel import business in Chicago requires a lot of research and market analysis.Starting an Apparel Import Business in Chicago:• It will be necessary to do extensive market research and competitive analysis to start an apparel import business in Chicago. Research is required to find out if the products that you choose to import have a market in Chicago and to make certain that there are no restrictions or trade embargos against the coun
While an increasing number of industrial buyers are turning to the Internet and bypassing traditional offline sources such as distributors' catalogues and sales reps, these buyers are likely to find the information lacking. According to the study:
- 70% of buyers expect to find detailed information on product applications and uses, but only half of all sellers' sites (53%) provide it
- 58% seek computer-aided design (CAD) drawings and plans, but only a minuscule 13% of sellers make them available online
- 74% expect to find product prices, but only 23% of company websites offer them
- Buyer behavior and expectations
- Website usability and best practices
- Search engines and site optimization
- Tracking and measurement
- 70% of buyers expect to find detailed information on product applications and uses, but only half of all sellers' sites (53%) provide it
- 58% seek computer-aided design (CAD) drawings and plans, but only a minuscule 13% of sellers make them available online
- 74% expect to find product prices, but only 23% of company websites offer them
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Even if you have been a sales representative for many years, do not take the mistaken notion that it will be easy to sell online. There is a different set of rules so speak for selling on line than selling for a store or other organization. For one thing, the competition on the Internet is greater, and thus if you expect to sell online successfully, you will need to adapt a different line of thinking than that of sales people who work on a personal level with their customers.Even though you are selling online, you still need to learn to know your target audience. By knowing the target audience, you know where you have to direct y
I bet you did too. But times have changed. The internet transformed the way consumers and sellers, buyers and suppliers connect. And today, the buyer is in the driver's seat.
Do your sales reps complain that decision makers won't take their calls? In the old days, (yes, just five short years ago), you met at a trade show, enjoyed lunch together, maybe played a round of golf, and the next time your good pal (the buyer) was ready to send out an RFQ or RFP, he sent it to you (his friend).
Well, today's buyers prefer to remain anonymous. And you know what that means? It reduces personal selling opportunities and shifts the emphasis to providing information online.
The Internet, with all its hype and promise, convinced many business owners that reaching the commercial or industrial buyer would be faster and easier than ever. Forget warm and fuzzy relationship-building. The World Wide Web is more like a wildebeest!
You thought you'd kept pace. I mean, you paid good money for a professional, attractive Web design, didn't you?
Consider this: Five years ago, there were 30,000 domain names registered per year. Today, there are over 30,000 domain names registered per day! And that figure increased while I write, no doubt.
If you leapt headlong into an online marketing endeavor without a solid and practical understanding of
…then you might end up watching your marketing dollars evaporate into cyberspace and your sales reps looking to go work for your competitor.
Companies worldwide struggle with the Internet evolution. But their only difficulty isn't with getting found on the Internet. Business and professional users have a hard time finding needed data through general search. According to Outsell's 2006 Study, business users reported a 31.9 percent failure rate when researching topics on major search engines.
Convera, in another recent study, shows that professionals in virtually every industry cannot find important work-related information on the major search engines. While frustrating for B2B, this situation represents a significant opportunity for vertical search engines (VSEs).
The Internet continues to emerge as a potent tool in the B2B buying process, and vertical search engines grow in importance as the Internet becomes more unwieldy.
Unfortunately, while industrial buyers are shopping on the Internet, suppliers often are missing the sale, according to a 2005 ThomasNet-Google sponsored survey on industrial buyer behavior. I review dozens of industrial websites each week, and this assessment holds true today.
While an increasing number of industrial buyers are turning to the Internet and bypassing traditional offline sources such as distributors' catalogues and sales reps, these buyers are likely to find the information lacking. According to the study:
No matter how much money you have in your marketing budget, it seems there’s never enough. From the marketing department at Microsoft to the small nonprofit start-up, there’s always the desire to expand your budget for more effective promotion.On the surface, trade shows may not seem to be the best use of those marketing dollars. But when you factor in some basic components of effective marketing strategy, such as target audience, immediate one-on-one personal attention and follow-up, there are few marketing strategies that produce such a strong return on investment.Now, a good marketing plan will include more than just at
You thought you'd kept pace. I mean, you paid good money for a professional, attractive Web design, didn't you?
Consider this: Five years ago, there were 30,000 domain names registered per year. Today, there are over 30,000 domain names registered per day! And that figure increased while I write, no doubt.
If you leapt headlong into an online marketing endeavor without a solid and practical understanding of
- Buyer behavior and expectations
- Website usability and best practices
- Search engines and site optimization
- Tracking and measurement
…then you might end up watching your marketing dollars evaporate into cyberspace and your sales reps looking to go work for your competitor.
Companies worldwide struggle with the Internet evolution. But their only difficulty isn't with getting found on the Internet. Business and professional users have a hard time finding needed data through general search. According to Outsell's 2006 Study, business users reported a 31.9 percent failure rate when researching topics on major search engines.
Convera, in another recent study, shows that professionals in virtually every industry cannot find important work-related information on the major search engines. While frustrating for B2B, this situation represents a significant opportunity for vertical search engines (VSEs).
The Internet continues to emerge as a potent tool in the B2B buying process, and vertical search engines grow in importance as the Internet becomes more unwieldy.
Unfortunately, while industrial buyers are shopping on the Internet, suppliers often are missing the sale, according to a 2005 ThomasNet-Google sponsored survey on industrial buyer behavior. I review dozens of industrial websites each week, and this assessment holds true today.
While an increasing number of industrial buyers are turning to the Internet and bypassing traditional offline sources such as distributors' catalogues and sales reps, these buyers are likely to find the information lacking. According to the study:
- 70% of buyers expect to find detailed information on product applications and uses, but only half of all sellers' sites (53%) provide it
- 58% seek computer-aided design (CAD) drawings and plans, but only a minuscule 13% of sellers make them available online
- 74% expect to find product prices, but only 23% of company websites offer them
- Search engines and site optimization
- Tracking and measurement
<
Getting paid to travel and live your life constantly discovering new people and places would be a dream job for many people. Working on a cruise ship offers people the opportunity to not only do these things, but it offers great pay and benefits as well. Applying for a job within this industry is slightly different than others. There are many things an applicant should consider and implement when attempting to secure a position with a cruise line. Jobs with cruise lines can be difficult to land, so it is important that one impress from the beginning to the end of the hiring process.A cruise ship is like a city on the sea, because
…then you might end up watching your marketing dollars evaporate into cyberspace and your sales reps looking to go work for your competitor.
Companies worldwide struggle with the Internet evolution. But their only difficulty isn't with getting found on the Internet. Business and professional users have a hard time finding needed data through general search. According to Outsell's 2006 Study, business users reported a 31.9 percent failure rate when researching topics on major search engines.
Convera, in another recent study, shows that professionals in virtually every industry cannot find important work-related information on the major search engines. While frustrating for B2B, this situation represents a significant opportunity for vertical search engines (VSEs).
The Internet continues to emerge as a potent tool in the B2B buying process, and vertical search engines grow in importance as the Internet becomes more unwieldy.
Unfortunately, while industrial buyers are shopping on the Internet, suppliers often are missing the sale, according to a 2005 ThomasNet-Google sponsored survey on industrial buyer behavior. I review dozens of industrial websites each week, and this assessment holds true today.
While an increasing number of industrial buyers are turning to the Internet and bypassing traditional offline sources such as distributors' catalogues and sales reps, these buyers are likely to find the information lacking. According to the study:
- 70% of buyers expect to find detailed information on product applications and uses, but only half of all sellers' sites (53%) provide it
- 58% seek computer-aided design (CAD) drawings and plans, but only a minuscule 13% of sellers make them available online
- 74% expect to find product prices, but only 23% of company websites offer them
- 70% of buyers expect to find detailed information on product applications and uses, but only half of all sellers' sites (53%) provide it
- 58% seek computer-aided design (CAD) drawings and plans, but only a minuscule 13% of sellers make them available online
- 74% expect to find product prices, but only 23% of company websites offer them
- 70% of buyers expect to find detailed information on product applications and uses, but only half of all sellers' sites (53%) provide it
- 58% seek computer-aided design (CAD) drawings and plans, but only a minuscule 13% of sellers make them available online
- 74% expect to find product prices, but only 23% of company websites offer them
- 67% want to see shipping information and costs, but fewer than 17% of suppliers provide this with their sites
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It's all about who you know.You've probably heard that statement dozens of times in the business world. And it's true. Unfortunately, it's not nearly as important how talented you are, or where you went to school, but what connections you have. And it's even more unfortunate if you don't have any connections.You may run the best widget-making factory in the country. Your products may have won awards. But until someone has heard of you, they'll never work with you. Which would you trust more: a salesperson calling on you to tell you how great their widgets are, or the referral of a long-time friend? The friend, obvio
The Internet continues to emerge as a potent tool in the B2B buying process, and vertical search engines grow in importance as the Internet becomes more unwieldy.
Unfortunately, while industrial buyers are shopping on the Internet, suppliers often are missing the sale, according to a 2005 ThomasNet-Google sponsored survey on industrial buyer behavior. I review dozens of industrial websites each week, and this assessment holds true today.
While an increasing number of industrial buyers are turning to the Internet and bypassing traditional offline sources such as distributors' catalogues and sales reps, these buyers are likely to find the information lacking. According to the study:
<
Don't ignore the people who are helping you during your job search and those who can influence it. Keep in touch with them.This will help to distinguish you from the other job candidates and will keep you top of mind with a potential employer.It isn’t hard to get lost in the job search shuffle especially if you are applying for jobs that are attracting many other candidates.It isn’t out of the ordinary for hiring managers to receive dozens of resumes through email for a particular job. Often, they get hundreds of resumes.It also isn’t out of the ordinary for newspaper ads to attract hundreds of candidates.. I review dozens of industrial websites each week, and this assessment holds true today.
While an increasing number of industrial buyers are turning to the Internet and bypassing traditional offline sources such as distributors' catalogues and sales reps, these buyers are likely to find the information lacking. According to the study:
While 55% of industrial suppliers say they devote a major portion of their marketing budgets to their companies' websites, they pay far less attention to building buyer awareness and driving online traffic to them.
"Industrial buyers - like customers everywhere - increasingly rely on the Internet to research and purchase products and services. This study confirms the tremendous opportunity that still exists for industrial suppliers to find and engage customers online," said Patrick Keane Product Marketing Director for Google.
So how do commercial and industrial enterprises connect the dots between having the right information their buyers want and being found for their core products and services?
Companies need a two-pronged strategy.
#1 - A professional website designed for users and search engineers (SEO).
#2 - A search marketing strategy designed to drive traffic to a website through incoming links (SEM).
Vertical search engines help streamline the research process for business users (visitors) and a well-designed site with detailed product information, application notes, pricing and shipping details creates a user-friendly experience.
Remember that the Internet is, first and foremost, all about turning a visitor into a friend.
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