Digital Influence - Professional Services Buyer's Journey
The way people search for, choose and buy professional services has changed dramatically over the last two decades, and continues to evolve. Professional practices need to understand they buyer journey and adapt their approach in order to remain relevant to their clients.http://digitalinfluence.com.au/the-professional-services-buyers-journey/
Where once they would approach a professional shortly after discovering a problem, today they start their search online.
In this presentation I share my model for the professional services buyer's journey.
Who is the professional services buyer’s journey important for?
This presentation and model are ideally suited to professionals who work in health, accounting, financial services, business coaching, consulting or legal spheres – anywhere where your expertise is the product or an essential part of the value you provide.
These professions have historically been seen as highly desirable, respected and well paid. While they retain some appeal, their status and rewards have been eroded by growing disruption in the industry. A big part of this has been the democratisation of information. 20 years ago if you needed information on an obscure piece o legal or medical information, your only options was to see a doctor, likely in a University or research facility – this information was totally out of reach for most people.
Today, this information is within the reach of anybody with an internet connection.
This is a profound change, but it’s just one of many – technology, social and economic factors are all eroding professional’s place in society. Chances are that you’re facing competition from non-traditional quarters – large corporate competitors, institutional competitors,even other professions entirely, and overseas outsourcing.
Increasingly, your clients are turning to the web for advice – largely from unqualified peers – you are in danger of becoming irrelevant.
All these factors are interfering with the trusted relationship you’ve developed with your clients – so it’s critical that you understand how they search for, choose and buy your services so that you can get back in the game.
To learn more check out +Digital Influence
and +influential #Professionalservices #marketing #DigitalInfluence #influence #influencemarketing #search #clients