Comments on: Use Outbound Marketing to target these 5 Buyer Types http://www.directimpactnow.com/blog/index.php/2009/07/15/use-outbound-marketing-to-target-these-5-buyer-types/ A B2B Lead Generation Blog Tue, 16 Aug 2011 11:40:55 +0000 hourly 1 http://wordpress.org/?v=3.1.4 By: Anonymous http://www.directimpactnow.com/blog/index.php/2009/07/15/use-outbound-marketing-to-target-these-5-buyer-types/comment-page-1/#comment-818 Anonymous Mon, 27 Jul 2009 13:40:19 +0000 http://www.directimpactnow.com/blog/?p=38#comment-818 And let's not forget about the culture and pace of some professions - eg: I'm targeting accountancy and legal professions - mid tier to large and the bulk of these guys are NOT all over inbound media. Yes - they may have a blog - our only option is good ol' traditional outbound. And let's not forget about the culture and pace of some professions – eg: I'm targeting accountancy and legal professions – mid tier to large and the bulk of these guys are NOT all over inbound media. Yes – they may have a blog – our only option is good ol' traditional outbound.

]]> By: Text to speech http://www.directimpactnow.com/blog/index.php/2009/07/15/use-outbound-marketing-to-target-these-5-buyer-types/comment-page-1/#comment-816 Text to speech Thu, 16 Jul 2009 10:01:53 +0000 http://www.directimpactnow.com/blog/?p=38#comment-816 very good very good

]]> By: Emily Long http://www.directimpactnow.com/blog/index.php/2009/07/15/use-outbound-marketing-to-target-these-5-buyer-types/comment-page-1/#comment-817 Emily Long Thu, 16 Jul 2009 09:51:13 +0000 http://www.directimpactnow.com/blog/?p=38#comment-817 Great breakdown of buyer types. My thought is that in order to convert these types of buyers into actual customers, you must first be able to figure out what type they are without making assumptions. That is where demand generation and <a href="http://www.net-results.com" rel="nofollow" rel="nofollow">marketing automation</a> systems (such as the one offered by my organization) come in to play. Understanding an individual's behavior on your website after you have begun the outbound prospecting process is critical. Then nurturing them with automated follow-up can help you to easily and quickly identify whether they are "unaware" or "tuned-out", etc. while saving you time and potential mistakes. Behavior speaks louder than words, so understanding what moves they make (or don't make) on your website can mean a great deal more than simply what they are telling you. Great breakdown of buyer types. My thought is that in order to convert these types of buyers into actual customers, you must first be able to figure out what type they are without making assumptions. That is where demand generation and marketing automation systems (such as the one offered by my organization) come in to play. Understanding an individual's behavior on your website after you have begun the outbound prospecting process is critical. Then nurturing them with automated follow-up can help you to easily and quickly identify whether they are "unaware" or "tuned-out", etc. while saving you time and potential mistakes. Behavior speaks louder than words, so understanding what moves they make (or don't make) on your website can mean a great deal more than simply what they are telling you.

]]> By: Robert Lesser http://www.directimpactnow.com/blog/index.php/2009/07/15/use-outbound-marketing-to-target-these-5-buyer-types/comment-page-1/#comment-813 Robert Lesser Thu, 16 Jul 2009 08:49:25 +0000 http://www.directimpactnow.com/blog/?p=38#comment-813 @Trish - thanks for your comment on perspective. In marketing, we seem to pursue the latest & greatest without fully considering buyer behavior.<br /><br />@Mike - I agree that the Expert Buyer is a key persona that should be considered. We all have met the buyer, whether due to ego or time constraints, who believes that their level of knowledge does not allow for consideration of alternatives such as our differentiated solution. I consider this type similar to the Puzzled Buyer. @Trish – thanks for your comment on perspective. In marketing, we seem to pursue the latest & greatest without fully considering buyer behavior.

@Mike – I agree that the Expert Buyer is a key persona that should be considered. We all have met the buyer, whether due to ego or time constraints, who believes that their level of knowledge does not allow for consideration of alternatives such as our differentiated solution. I consider this type similar to the Puzzled Buyer.

]]> By: Mike Damphousse http://www.directimpactnow.com/blog/index.php/2009/07/15/use-outbound-marketing-to-target-these-5-buyer-types/comment-page-1/#comment-815 Mike Damphousse Thu, 16 Jul 2009 08:32:57 +0000 http://www.directimpactnow.com/blog/?p=38#comment-815 Don't forget about the <b>Expert Buyer</b>. The one that thinks he knows everything and either uses a competitive product or is about to. They either know about you and have ruled it out, or they don't and they need to know. They aren't expert enough until outbound marketing reaches them, and educates them. These are high rate conversions, and waiting for them to educate themselves should be unacceptable. Go find them. Don't wait for them to raise their hand, as they rarely will do so if they think they are experts. Don't forget about the Expert Buyer. The one that thinks he knows everything and either uses a competitive product or is about to. They either know about you and have ruled it out, or they don't and they need to know. They aren't expert enough until outbound marketing reaches them, and educates them. These are high rate conversions, and waiting for them to educate themselves should be unacceptable. Go find them. Don't wait for them to raise their hand, as they rarely will do so if they think they are experts.

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