As the old saying goes, “time is money.”
When B2B buyers are considering a purchase, the stakes can be high. Across industries, business purchases often come with hefty price tags and can even be career-defining decisions that are mission-critical for a company’s operations or mission.
The buying process is high-pressure and can sometimes take much longer than all parties would like. If there is friction or confusion for buyers, it can slow down or even break down the process.
Knowing buying decisions can be fraught with pressure and overly time-consuming, shouldn’t businesses do everything possible to make the buyer experience as easy as possible? The reality is that a majority B2B buying experiences were not built for today’s modern B2B buyers, who expect simplicity and a consumerized commerce experience.
What if you could connect customers to your complex products faster? With advanced B2B commerce solutions powering a modern digital customer experience, you can.
For example, you can connect customers to products faster by providing intuitive product discoverability for your buyers.
Think of it this way: in everyday B2C buying scenarios, consumers typically can guide themselves to the products that best match their needs. As consumers, we’re all accustomed to finding and buying products based on their attributes—like size, color, or quantity—instead of their actual SKUs or codes.
Instead of expecting them to be experts in your product catalog, you can make it easier for B2B buyers to find what they need in an environment that feels similar to B2C browsing and online shopping.
With smart product discoverability, you can enable your B2B buyers to guide themselves to their best-fit solutions much faster.
Another key element of connecting customers to products faster is by offering dynamic product recommendations.
In acknowledging that your buyers shouldn’t have to be experts in your product catalog, providing an experience that offers smart product recommendations becomes a natural next step.
Think of this as proactively giving your customers crucial “a-ha” moments in their buying experience. Here, your buyers don’t need to go searching for a product, and may even discover a solution they weren’t considering that is a strong match for their needs.
B2B companies can connect customers to products faster and speed time to revenue by empowering buyers with self-service options, on their own (digital) terms.
After all, time is money.
When B2B and complex businesses combine intuitive product discoverability with smart product recommendations, you can enhance the buying process for your customers, while also speeding your time to closing the sale.
Want to learn more about consumerized commerce for B2B buying and selling? Explore more from Logik.io’s Commerce Perspective resource library.
