Robotics from the B2B world: 18. How easy is it to does he buy you?
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The B2B purchasing process is long and complex. What does this mean for suppliers?
This question was addressed in the article New B2B Buying Journey & its Implication for Sales on the website of the prominent consulting company Gartner.
It reveals an interesting number: 77% of B2B customers rated their last purchasing process as very complicated.
The survey showed that the purchasing process consists of a total of six individual steps , which are also intertwined in various ways:
- Problem identification. “We have to do something.”
- Finding a solution. “What are our options?”
- Requirements compilation. “What exactly do we need?”
- Supplier selection. “Does this solution offer what we want?”
- Verification. “We think we know the right answer, but we need to make sure.”
- Building consensus. “We need everyone to agree on this.”
What does this mean for you if you are a B2B supplier?
Provide your customers with information that will make their decision-making and purchasing process as easy as possible.
According to Gartner research, this:
- You will be 2.8x more likely to find your customers’ shopping experience easy
- You will increase the likelihood that customers will buy more products from you and not regret it by 3 times
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