That depends on what you are selling. According to a recent survey by BuyerZone.com 93% of small businesses value the internet for research versus purchase transactions.
The results show that the internet is valued as a resource for researching products and services, finding vendors and comparing prices online, but small businesses prefer to actually purchase products offline. Only 7% of businesses feel that the ability to buy online is the most important purchasing-related use of the Internet for high-end products and services such as computer equipment and software, telecom equipment and services and office equipment.
So is this bad news for you if you sell business-to-business online? Not necessarily. It just means you have opportunities to educate your customers and prospect base on the value of purchasing from you online.
What about you? Do you use the internet for the research phase and then go to a brick and mortar store to make your purchase? Let me know by leaving a comment.