Sales Friction - Are You Making It Too Hard for Customers to Buy?

This week, we discuss "Sales Friction - Are You Making It Too Hard for Customers to Buy?" Many biotech companies unwittingly through up obstacles that make it harder for new customers to buy from them. Can a new customer clearly understand what you offer from the header of your homepage? Saying that you "Empower Researchers" is a poor substitute for simply saying that you sell antibodies and ELISA kits. Can you be easily reached? Many websites have NO contact information on their homepage and the customer has to scrounge around the website looking for it. Do you hide your prices? Or force new customers to answer endless "qualifying questions" before they're permitted to talk to a sales rep? ALL these practices (and many others) will drive away new customers and ultimately make it harder to grow your customer base and your revenue.