Today, I spoke to a prospect that told me his only way of attracting new clients was through word of mouth. It’s tough to believe that in this day and age, business-to-business companies are still trying to downplay the importance of Search in their transactions. At the end of the conversation, this prospect added: “My website is only a brochure to show clients that my business is legit.” I decided to stay on the phone, debate this and proceed to explain to him how wrong I felt he was.
There is a lot of ground yet to be covered in the Internet world. In general, it seems the B2B industry is a late bloomer when internet is concerned and some executives have a problem understanding why Search has such a huge impact on the buying or decision process of their clients.