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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  March 30, 2010

How Buyers Find You

Fascinating research from RainToday.com and Hubspot about how buyers find experts points to one common denominator:  prominent brands work.  According to 200 buyers (who represent over $1.7B in professional service purchases), the top get-in-the-door tactic is also the world’s oldest:  referral from colleagues.  Other highlights:

  • Personal recognition and awareness (that’s branding, people) comes in at a close third at 73%.
  • In-person seminars (66%) slightly beat out industry presentations (62%).
  • Internet search was ninth at 55%.
  • Rounding out the top ten:  industry web site or story.

Moral of the story:  good ol’ fashioned reputation trumps Internet activities every time.  Here’s the link if you like bar graphs.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.