1. IDG Study Confirms The Increasing Impact of Social Media On Buyers Decisions.
IDG has just released a report that confirms that B2B buyers are influenced by social
media. The report, “B2B Tech Buyers,” was based on an online survey of more than
2,200 business and IT decision-makers visiting IDG websites, conducted in July and
August.
As we discussed earlier, nowadays the B2B purchasing process is much different than it
was before. Now it's customers who are in control. They have the power to educate
themselves on their needs and possible solutions completing most of the purchase
process without ever contacting a sales rep.
Instead of talking to suppliers (as it was before) they now search the Web for relevant
information. As the study states: " It found that b2b IT buyers rely on a number of
sources when making technology purchase decisions. According to the report, 92% of
b2b buyers rely on technology websites when making purchase decisions; 60% use tech
vendor websites; and 58% turn to technology-related print publications."
However, it's not only the industry related resources that they use. Most of them also
rely on Social Media to gather information. They study found that, " Also, 56% of b2b
technology buyers said they are seeking information about products on social sites; and
54% would like tech vendors to respond to questions or concerns using social media
networks."
Besides, Social Media has a significant influence on their perception of the vendor
company.
It was found that "Forty-five percent of respondents said tech marketers' presence on
social media positively influenced their satisfaction with the company; 43% said it
influenced their likelihood to purchase from the company; and 43% also said it
influenced their likelihood to recommend the company."
The times are changing folks. With customers in control of the buying process,
companies have ever limited capabilities on directly influencing their decisions. They
have to find new ways to stay in the game and using social media is definitely one of
them.
For more information please visit http://socialsellsb2b.blogspot.com/