B2B buying decisions

[scareyvon]

Hi all,

I work for a web design agency placed at the top end of the market,(i.e we are one the most expensive in our region) and are looking to increase the number of potential clients/leads into the business.

Problem is we've never really looked into buying decisions and client profiles and I'm looking for helpful hints, tips and advice on how to actually do this; where do i start?

Thanks in advice a scared scarey monster!

[fisicx]

If you are the most expensive why not use some of your huge profits to get some market research done?

Not sure you are gong to win many friends by telling us you are a top end company and then asking for free advice!

[scareyvon]

Sorry, I'm not trying to offend!

It's not my business and I don't have a budget and have no idea how to do this kinda stuff. I've been reading the threads on this forum for a while and thought you seemed like a friendly bunch and have plucked up the courage to ask for help, sorry!

[TWD-Tony]

Originally Posted by scareyvon

Sorry, I'm not trying to offend!

It's not my business and I don't have a budget and have no idea how to do this kinda stuff. I've been reading the threads on this forum for a while and thought you seemed like a friendly bunch and have plucked up the courage to ask for help, sorry!

We are a friendly bunch (most of the time )

The problem you have here is that this is a forum that attracts SMALL businesses and start-ups, companies who target "high end" customers are more than welcome but I don't think that a lot of the advice given here carries much weight in the "BIG" world of commerce.

I would imagine (and I am guessing here) that most of the big deals done by managing directors of large firms are done in "Social" circles - dinners, the golf course etc...
If you want to target large companies (who let's face it are probably the only people with the deep pockets to afford high-end designers etc) then your owner / director should be looking at getting to know "the boys"

As for market research... Feel free to ask any questions you like - what people want, what they would be prepared to pay etc.