Understanding this process therefore is vital before embarking on any lead generation or marketing activities.
We also know that 68% of small businesses struggle with lead generation - you have great software, but that doesn't automatically guarantee customers.
Our advice? Knowing when and how to contact prospects is the key to success.
Don't leave your pitch until they're ready to buy, because you'll be too late, as the decision will have already been made.
However, arouse their curiosity and educate them about your software - even when they're using somebody else's and appear satisfied - to keep your company at the forefront of their minds when they do start to consider alternatives.
How do you do this? By using high value communications, which re-emphasise how your product can benefit their business.
Interested in tripling your chances of success? Take a look at our NEW video to learn more...
If you would like to find out more about how we can help you generate leads and win more customers get in touch on 01536 771440.