RainToday.com Uncovers the Top 5 Factors Buyers Consider When Choosing Service Providers
RainToday.com Releases New Professional Services Marketing and Sales Benchmark Report that Explains How Clients Buy Accounting, Consulting, IT, Legal and Other Services
FRAMINGHAM, MA - December 23, 2008 - More than 200 buyers of professional services representing $1.7 billion in services purchased shared how they find out about potential service providers and what factors influence their decision to choose one provider over another in RainToday.com’s How Clients Buy: 2009 Benchmark Report on Professional Services Marketing and Selling from the Client Perspective.
The most important factor, according to buyers, when it comes to choosing one service provider over the other is, “Overall value provider can deliver” with 90% of buyers rating this as “extremely” or “very important.” Rounding out the top 5 factors are:
- Overall value provider can deliver (90%)
- Experience in specific area where I have needs (88%)
- Overall costs or fees (86%)
- Experience in my industry / business (83%)
- Reputation of individual consultants (80%)
“Articulate a clear understanding of my needs and the demonstrated ability to meet them. The provider must do their homework prior to our meeting,” said one buyer.
“Service providers need to do a better job of articulating and demonstrating the value they deliver,” said Mike Schultz, president of Wellesley Hills Group and report co-author and publisher of RainToday.com. “The more service providers can distinguish themselves among the many providers in their field, the more buyers will gravitate towards their services.”
For additional report details and to view an excerpt of the How Clients Buy: 2009 Benchmark Report on Professional Services Marketing and Selling from the Client Perspective, please visit the RainToday.com website at http://www.raintoday.com/howclientsbuy.cfm.
About Wellesley Hills Group
Wellesley Hills Group (http://www.whillsgroup.com) is a management consulting, marketing, and lead generation firm focused on helping professional services firms grow. Wellesley Hills Group publishes RainToday.com (http://www.raintoday.com) to provide a premium source of information for professional services firms and service practitioners to help them market and sell their services.
About RainToday
RainToday.com is the premier online provider of information, resources, and tools for service business rainmakers, marketers and leaders. RainToday.com features the most up-to-date resources including articles by industry experts, how-to-guides and tools, sales and marketing research reports, webinars and events, and a weekly newsletter. For more information, visit http://www.raintoday.com.
Contact Information
Kelly Kerr
Marketing Assistant
Wellesley Hills Group
kkerr@whillsgroup.com
p. 508-626-9991 x209
f. 508-848-3082
