The modern B2B customer experience is no longer a shifting landscape as customers have stopped believing in 100% 5 star evaluations. They rely on honest peer reviews and insist on personalized communications – even if those communications are automated.
The modern B2B customer expects instant responses and on-demand solutions. They are in control and well aware of it. There are certain things you need to keep in mind as you attempt entering the B2B buyer’s mind.
- Consumers have access to a lot of information and this access continues to increase
- Consumers are increasingly connected to one another with information flowing both ways
- B2B purchases rarely happen with an individual decision maker and is more often a group effort
Improve the communication with prospects and increase the chance of converting prospects into customers by just knowing where your customers are in the B2B buying process. For this purpose, companies must first define what buying stages are specific to their business. This definition will enable companies to use strategies that help in the identification of where the prospect is in their buying process.
Mostly, all customers follow a typical procedure while making a purchase and this can be broken down into six stages that are formulated to equip marketers in understanding the entire buying process from start to end.