The Number One Thing 87% of Buyers Say They Want From You In 2023 | Donald Kelly - 1626
The Sales Evangelist
The Third KPI That You Need to Track in 2023
Sales is not going to be for the people who are order takers. Buyers want you to be trusted advisors and they prefer to communicate on different platforms. LinkedIn's Big Ideas for 2023 will have a new KPI: customer relationships. The key here is to follow up with them fast and make sure you bring insight to the table.
Going into 2023, with a changing business landscape, buyers are looking for something DIFFERENT. In today’s episode of The Sales Evangelist, Donald Kelly goes into what buyers are now looking for, and how you can meet their needs.
What are buyers looking for in the upcoming year?
- According to the State of Sales, from Salesforce, 57% of buyers prefer engaging with companies and sellers through digital means.
- Along with preferring digital communication, buyers have also said that they prefer YOU to go where THEY are. You have to appear wherever your buyers are, whether that’s on social media or platforms like YouTube.
How to take advantage of this knowledge and meet buyers’ wants:
- Since buyers are actively WANTING to talk to your company through digital means, provide SOME WAY for them to actually talk to you digitally. Platforms like LinkedIn are perfect for this. But beyond LinkedIn, you can also use social media platforms to communicate and market to buyers.
- UTILIZE A DSR. A DSR, or digital salesroom, is a centralized location where buyers and sellers can meet. Instead of having to browse countless sites to try and find information, the buyer can access all the information they need STRAIGHT from the DSR. It also allows all of your sellers to consolidate in one location, instead of having to communicate through other, less efficient ways. A DSR not only streamlines the entire sales process but also PROVIDES what digital platform buyers are looking for!
- The MAIN thing that buyers want, however, is for you to be a TRUSTED ADVISOR instead of a salesperson. A whopping 87% of buyers have claimed they prefer advisors over sellers. Why is this? Buyers come to sellers to solve a problem. Instead of being marketed to some product or service, buyers want SOLUTIONS. Buyers want someone who they can TRUST to give them a valuable and efficient solution to whatever problem they’re facing.
- Another thing to take advantage of in 2023 is Intent-based data. What is intent-based data? It’s data that takes what buyers are looking for into consideration. Things like what they search for online, and their interest in your product or service, among others. If you TAKE this data into the mind and utilize it, you’ll drive both sales AND traffic to your business
If you want to learn more about what clients are looking for in the upcoming year and how you can capitalize on it, you can check out Donald’s other social platforms. You can find him on Instagram at donaldckelly, or on LinkedIn, also under donaldckelly.
- This episode is brought to you in part by Skipio.
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- This episode is brought to you in part by Scratchpad.
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- This episode is brought to you in part by LinkedIn.
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- This episode is brought to you in part by Calendly.
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Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com
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