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Data Broken Down by Purchasers of 8 Service Industries: Accounting & Financial Services; Architecture, Engineering, & Construction; HR Consulting; IT Consulting and Services; Legal Services; Management Consulting; Marketing, Advertising and PR; Training
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- 170 Pages of Easy-to-Read Content and Expert Commentary
- 70 Charts and Tables
- 33 Expert Analyst Comments
- Data from nearly 200 Decision Makers
- $1.6 Billion in Professional Services Purchased Represented
- 105 Verbatim Comments and Advice Straight from the Buyers
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"Understanding how clients buy services can make or break a professional services business, and RainToday's researchers have cracked the code on this essential issue. How Clients Buy won't sit on your shelf. It will become a key ingredient to your business development strategy."
- Michael McLaughlin, Principal, Deloitte Consulting, and author of
Guerilla Marketing for Consultants
To be successful in increasing your professional service revenue, it is not enough to know how to sell; you have to deeply understand how your clients buy.
As an accountant, lawyer, consultant, architect, marketing guru, technologist, or any other professional service provider—the value you provide is not always easy to communicate to potential new clients. It’s hard to discover who needs your service—how to reach them—how to approach them and what they really think of you, for better or worse.
How much do you really know about how potential clients find you? And once they do find you, how do they evaluate you and your firm in deciding whether or not they want to work with you?
How Clients Buy will provide you with the answers to these questions and many, many more...
- What can you do during the business development process that will have the most influence on the decision maker?
- What are the most common problems buyers encounter during the sales process, and more important, which ones, if improved, have the biggest impact on winning new clients?
- What factors go into buyers' ultimate purchasing decisions?
- How open are buyers to switching to a new provider in your service area?
- How important are brand...referrals...industry expertise...and other factors in the decision making process?
- Which methods are buyers most likely to use to identify professional service providers?
- Do buyers attend seminars, conferences, and webinars (and, if so, how do they find out about these events)?
- Do purchasers of professional services visit service provider websites? How influential are those websites in the purchasing process?
- How important are your fees in the services purchasing process?
Learn from the Experts: 33 Expert Analyst Comments
Sample: "Clients Are Available. It's Your Move."
"Service providers often lament the difficulty of unseating an incumbent service provider. The "switching" data suggests that business is out there for the taking. As practitioners, we wholeheartedly agree.
However, most of these decision makers are not going to be persuaded easily to switch providers. While potential clients may be willing - even itching - to switch, in our experience, service providers are often unwilling or unable to do what they must do to initially engage new prospects and win their business..."
The report provides insights for you on what to do (and what to avoid) while pursuing new clients.
"Don't try to sell me everything. Be honest and recommend the things I need, realizing that the happier I am with you the first time I use you, the more likely I am to come back and also refer others to you."
- Sample verbatim to service providers straight from the buyer – One of over 100 buyer comments in the report
Detailed results displayed in over 70 charts and tables
Sample Chart: Problems Experienced in the Hiring Process and the Impact on Purchasing Decisions
The report contains data and separate charts on the problems buyers encountered and the affect on their hiring decisions for the following service areas:
- Accounting & Financial Consulting
- Architecture, Engineering, & Construction
- Human Resources Consulting
- Legal Services
- Information Technology Consulting & Services
- Management Consulting
- Marketing, Advertising, & Public Relations
- Training
The buyers represent over $1.6 billion in professional services purchases and range in size from under 100 to over 5,000 employees; and from $1 million to over $1 billion in annual revenue from a cross-section of industries.
100% Money Back Guarantee
If you are not satisfied with our data, analysis, and charts, simply return How Clients Buy for a 100% refund.
So why wait? Get your copy of How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective today. Instantly download your printable PDF, or order a printed copy that will ship within 24 hours.
More Info:
Download a PDF of the How Clients Buy Brochure for the complete table of contents, sample statistics, testimonials and excerpts from the report
Full Table of Contents of How Clients Buy
Full list of Tables and Charts in How Clients Buy
Learn more about the How Clients Buy Research Team
Read reviews of How Clients Buy
- 170 Pages of Easy-to-Read Content and Expert Commentary
- 70 Charts and Tables
- 33 Expert Analyst Comments
- Focused exclusively on Business-to-Business Professional Services
- Data from nearly 200 Decision Makers
- $1.6 Billion in Professional Services Purchased Represented
- 105 Verbatim Comments and Advice Straight from the Buyers
- Analysis by Buyers’ Company Size, Industry, Service Area of Purchasing Responsibility, Loyalty, and Satisfaction Level
- Published 2005 by RainToday.com
- 100% Money Back Guarantee
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