The logic I often hear is: “Let's sign up, we'll get low-cost quote requests, so we won't miss a single opportunity!
SPOILER: Competition is good for buyers not sellers
We end up competing for our service with hundreds of other companies present on the portal, at which point the potential customer with a simple click will be able to request dozens of quotes for the STANDARD PRODUCT/SERVICE in which he is interested.
Thus, quotes after quotes begin to arrive at the afghanistan phone number library company that our salespeople (who turn into itinerant estimators) are unable to close, or if they close some, they close them at "slaughterhouse" prices with margins that do not even repay the minimum company management expenses.
These portals are THE DEATH OF EVERY MARKETING STRATEGY
When a customer chooses between APPLES THAT ARE ALL THE SAME, guess which one he chooses?
THE ONE THAT COSTS THE LEAST, ALWAYS!!! (Rightly I add…. you would do it too!)
This does not mean that in the company "We don't make estimates" on the contrary!
The point is to make estimates to those who have already come into contact with our world, have understood what differentiates us and have thought that we could be the most suitable solution to their problem.
This obviously requires a B2B Digital Marketing strategy that includes:
A clear positioning
A communication consistent with the differentiating idea
A Lead Generation System
Is it difficult? Yes it is difficult but it is the only way if we want to ensure a solid future for our company, getting out of the “Red Oceans” (full of competition) and swimming in “Blue Oceans”.
I hope this brief reflection has been helpful.
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