Big purchases don't happen overnight, but over time

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If you're nodding your head, I imagine you're also used to a purchasing process that is not measured in minutes, hours or days, but in weeks, months or years.

Good salespeople know how that long buying process works. And if you have some of those salespeople working with you (or if you are one of them), I'm sure they have the sales process down pat as a result .

However, for some mysterious reason, this idea of ​​the ghana email list long purchasing process is rarely transferred to the marketing strategies that these same companies in the industrial sector implement.

In fact, I'm willing to bet that over 90% of the B2B industrial websites reading this article have only one call-to-action on their web pages.

The sales process takes weeks, months, or years, yet there is a single call-to-action on the website that asks the visitor to buy something right then and there.

An Industrial Buy Cycle study by IEEE Engineering 360 found that the length of the industrial buying cycle stages are as follows:


The reality is that your potential customers don't want to get on the phone and listen to your sales pitch until they first get clear on what they want. Until that time comes, they will probably ignore all your calls.

“Hey, we’re awesome and you should hire us” could be the newspaper ad you’ve been running every month for the past 10 years.

The bottom line is that purchasing decisions involving multiple people and long time frames are often associated with significant financial investments and therefore require extensive research, comparison and evaluation.