Research, Statistics and Proof Build Belief and Professional Credibility

The business to business environment lends itself to ‘reports’ and white papers – products or services are often higher ticket items, or require detailed explanations of complex processes or systems.

A mini-library of white papers provides value for your prospects, and differentiates you from your competition as ‘the industry leader’ on the topic.  Providing high-value content for your prospects builds a case for your solution as their best choice.

Studies show that over 84% of businesses say white papers play a major role in purchasing decisions.

White papers are typically referenced in three distinct phases of the buying process:

  • In the ‘Research‘ phase, providing valuable information on a potential solution can be an excellent way to begin a relationship.
  • During the ‘Comparison‘ phase, a white paper can provide the details needed to evaluate multiple vendors.
  • In the ‘Buy‘ phase, a white paper, with its research and data, can serve as a formal justification and due diligence for the purchase.

The level of detail in a standard white paper helps present your sales team as subject matter experts on your product or service. 

The white paper format can be a powerful way to anticipate and overcome objections, and stand out from the competition by providing in-depth evidence that you understand your prospect’s needs and concerns.

Used properly, white papers can open doors for your sales team, and shorten the sales cycle, for an easier, more profitable selling process.

Call or email us today with questions, to see how we can be a resource for you!

Betsy@SolutionsCopywriting.com        916-521-5420