More and more B2B companies are investing in a customer portal where they can offer a personalized shopping experience by using digital aids and customer information. However, some companies receive orders by phone and email and close new deals with the help of salespeople in the field.
Are you one of them? In that case, it may be worth considering a B2B portal to, among other things, meet new customer requirements and take advantage of several sales opportunities.
The new buying process places new demands
"Today, more than 50% of the buying process is already done before a customer contacts a seller. - Forrester"
3 pitfalls without a B2B portal
- You are not available and miss the order when the customer wants to order
- The customer becomes insecure about ordering when the product availability, price, and delivery time are not made available or updated
- Geographical restrictions and specific opening hours prevent the customer from shopping from where and when he wants, and this uncertainty reduces sales
Millennials make new demands
Here are a few trends identified from those surveys:
- 73% of millennials are involved in purchasing products or services for their business
- With a younger and more digital generation, the purchase price also becomes more digital, and purchasing decisions are more independent
- Millennials first want to find out the information themselves and contact sellers much later during the purchase than previous generations
- Millennials rely on independent experts, social media networks, and industry colleagues. So, if you want to win their trust, invest in credibility, openness, and empathy
- Millennials wish to work with apps and portals and can act independently
- Millennia have grown up in a rapidly changing world and with new technology constantly at hand. This has redrawn the map for what expectations and priorities we have for the world around us.
- Millennials expect a first-class experience with intuitive, digital self-service options
Some figures that give perspective on millennials’ views on the B2B market:
76% of buyers feel significantly more comfortable as decision-makers compared to five years ago
83% of buyers report that technology keeps them more informed about product choices than ever before
Almost 60% of buyers say they will probably switch brands if their current one does not offer a user-friendly mobile experience
79% of buyers indicate that salespeople must act as ‘reliable advisors,’ a role that can only be realized through the use of intelligent, digital e-commerce technologies