B2B and Industrial Marketing Blog
I’ve gotten some comments and discussions on last month’s post ‘Use it’ says ‘Price it’ regarding putting pricing on B2B websites. Thank you to those who have been involved. I’d like to study this subject in depth, so I’m going to start a series of posts. Why put pricing on your website? How about a …
Continue reading “Pricing on your website (Part 1): Dilbert”
Did you know that product info is the second thing prospects are looking for? Dale Underwood of EchoQuote takes a MarketingSherpa/Enquiro report on needs of B2B shoppers and builds up an impressive article about why prospects need pricing. You can read Product Content is #2 for B2B Buyers yourself. Key takeaway: Website visitors need pricing MORE THAN they …
I spent a significant amount of time last winter discussing the issues of published pricing on your website (1, 2, 3, 4 and more). Now Anne Holland of MarketingSherpa chimes in on the subject: Should You Reveal Pricing Online? Overcoming Fear & Loathing. She sums up in a few paragraphs the challenge with pricing on …
More on pricing: Rick Short of Indium Corp. posts Dangerous Editorial where he rants about a CEO publicly complaining about too many vendors and price pressures in his industry. While the focus of his rant is the poor signal that this CEO is giving to his customers and competition, this also relates to our recent …
Well, I finally got a first-hand look at Thomas Register’s new pricing schedule. They’ve thrown out a lot of their convoluted system, but its still takes your undivided attention to understand. I’ll go easy on you, though. What my rep told me is that TR has essentially removed the “rank points” associated with print ads. …
Yep, I’ve been doing this blogging thing for ten years. Well, ‘doing’ is a relative term. Back in 2002, I posted nearly every business day. Now I’m down to a couple times a month, sometimes less than that. Warning: this post is a bit of belly-button gazing, and then star-gazing. My chance to think about …
I saw this bad ‘contact us’ form today. Then it went to ‘WTF’. Why is it bad? Well, all the model numbers listed without any context, of course. The really lame qualification questions for “current need” or “future need”. The lack of an opportunity for the prospect to say more than they are ‘interested …
Continue reading “Contact-us forms shouldn’t be WTF moments”
Are your website’s visitors looking for prices? Choose one: Duh. Of course they want prices. Okay … prove it! If you’re the marketing guy, you choose #1. If you are the CEO, you’ll choose #2. Dale Underwood at his B2B Conversations Now Blog has an easy plan to ‘prove it’: Publish B2B Pricing? Test the …
Continue reading “Are your visitors looking for prices? Prove it!”
I’ve been tinkering a bit with our website’s guestbook form. I’ve always prided myself in how simple it was–not one asterisk indicating required details! Its short enough that all the information should be obviously needed, if not required. Eight fields, total. For the address, in particular, there is just one multi-line box. No pull-down state …
Last week I attended a local seminar by ThomasNet, focusing on website conversion. The two hour event featured TN Content Manager Ed Edwards. Experienced with both TN’s website, as well as client sites, he was a good pick to make this presentation. Ultimately, the presentation was a subtle vehicle for expanding TN customers into web …