The HO buyers tend to want immediate solutions to problems. Communications One of the best places to reach the target HO is the local newspaper. Unfortunately, that medium is saturated with pure price only messages, and we'll have to make sure that our message is accurately stated. Radio is potentially a good opportunity. Our HO target buyers listen to local news, talk shows, and sports.
Seminars are a tough sell.
The target HO buyer rarely has time for seminars. They think most seminars are low content sales pitches, and many times they are correct. The challenge here is to communicate how our information adds value to their enterprise while selling our organization in a subtle, indirect fashion. The main key to success with HO buyers is making the product and marketing positioning clear. Word of mouth is critical in this segment.