Chances are whether you win or lose an opportunity is decided before your prospect ever talks to a salesperson. Why? There’s a 90% chance buyers choose their final purchase based on their initial Day 1 List.
Getting on a buyer’s Day 1 List has become a crucial part of B2B sales. It’s dependent on targeted, always-on marketing that addresses buyer challenges and opportunities early — before making a purchase is even on their to-do list. In this article, we’ll walk you through everything you need to know about the Day 1 List: What it is, how it’s built and, most importantly, how to make sure you’re on it.
What is the Day 1 List?
The Day 1 List is the initial list of vendors a buyer considers before beginning any research. A good way to think of this is to compare it to the process of buying a car. Before you sit down to Google “best compact SUVs for mountain living” you probably have a rough list of car makes or models already in mind based on your existing knowledge, first-hand observation, word of mouth, etc. This list is in your head becomes the first phase of the Day 1 List.