A fascinating study was recently published by B2B agency gyro and the Fortune Knowledge Group outlining some pretty shocking stats on how business execs are making decisions these days. It reminded me of conversations I have frequently with telecom and IT business owners.
Let’s get down to it:
- 62% of business executives rely on “gut feeling” when making a decision
- 70% say that company reputation is the most influential factor when making a decision
- 53% say that company culture is also an important factor
- 61% say human insights must precede hard analytics
Awww…doesn’t this information make you wanna snuggle? But seriously, what does this all mean?
Yes, the facts are still and always will be important. But effective marketers and sales people will stretch beyond the data and engage personally with business decision makers.
Are you like, popular?
The data supports the old adage that “People buy from people who they know, like and trust.”
Digesting this info and putting it to good use, here are some questions to consider for reaching decision makers:
- How am I consistently bolstering my company’s reputation, on and offline?
- How do I create “buzz” on a consistent basis?
- How can my company become more trustworthy?
- How can I foster my company’s culture and then share that culture with potential customers?
- How can I engage with potential customers on an individual, more personalized basis?
In other words, get out of the numbers and into the hearts and minds of your potential clients. Anything I missed here? Feel free to leave me comments below.