Why Buyers Solve Their Own Problems Before Calling You
The Solve Your Own Problems data set is the one that changes how you should think about your website. We asked lubricant buyers what they do before they contact a supplier at all.
The answer is: almost everything. By the time your phone rings, the buyer has usually diagnosed the problem, researched the options and formed a view. The conversation you think you are starting is one they are part-way through.
What buyers told us
use search engines to research suppliers before engaging
conduct independent online research before speaking to anyone
use LinkedIn as a primary platform for content and engagement
already know what they want to purchase by the time they engage a seller
typically through their buying journey before they reach out
What this means for sellers
Go deeper
- Why your website is failing
- How far are lubricant buyers through their journey before they reach out?
- How to influence your end users, even when you are one step removed
Part of The Buyer Revolution, our research programme with over 1,000 lubricant buyers across five global data sets and more than 25,000 individual data points.
Common questions
If buyers already know what they want, what is the seller for?
Does this mean we need more content?
How do we tell what they searched for?
Turn the findings into action
Two ways to build this into how your team sells.
The Buyer Revolution Workshop
A hands-on session that turns this research into a practical, buyer-led approach for your team.
Explore the workshopThe Buyer Revolution
Prefer to learn at your own pace? The self-study programme, online and on demand.
Start self-study
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Customer Centricity in Lubricants: The uncomfortable truth.
