Expertise and relevant experience now matter more than price and reputation.
The latter two still matter, of course, but according to a recent study by Hinge Marketing, the old twin pillars of professional services buyers’ decision-making — price and reputation — have been replaced by expertise and relevant experience.
That’s not to say that your B2B prospects are making decisions with a “hang the expense!” attitude, nor will they ignore any evidence they find of you being difficult to work with or in any way suspect. It’s just that they’re going to focus on expertise and experience first.
