B2B sales and business professionals comprehend that B2B buyers are less swayed by emotions and would instead favor meaningful content backed up by solid numbers. B2B buyers are influenced by high-quality content. And it has a greater impact on them now than it has ever been. Content has always had an impact on B2B buyers. Whichever way it may turn out, seller content is among the main sources of information used by B2B buyers to analyze goods and services. But, what do B2B buyers expect from your content? What is their perspective? By the end of this blog post, you’ll have quite a clear grasp of what B2B buyers want from your content and how to offer it to them. Remember, Content is King-
Talk Facts, Talk Better
Well, who doesn’t like numbers? Statistics and figures have always been essential to B2B buyers, and recent studies show that this is not going to change soon. A survey found that more than 60% of B2B buyers expect more concrete numbers from the information they are presented with or read before closing a deal. B2B buyers have a strong preference for prompt and effective content, with more than 88 % saying they are more inclined to interact with content associated with the topic they are working closely with, collaborating on, or pondering about. Relevant examples, fresh insights, and illustrating growth stories are all appealing to B2B buyers. The takeaway is to present facts and data with a hint of emotions when approaching B2B professionals and decision-makers.
Forget The Forms
What’s something nobody likes? Drumrolls, please…. Filling the forms! You, I, your neighbor, and B2B buyers! Nobody likes filling those lengthy forms. It is understandable that as a B2B company, you need leads and that requires getting your prospects to fill forms. So, what do we do? Well, we have the perfect and easiest solution- shorten them. There is no rule that says forms can’t be fun. Try to keep the forms short, to the point, and unique. Don’t ask them more than five elements of information.
Try making forms optional as well. It may seem bizarre, but making form filling voluntary can still result in a significant number of leads. In fact, it is likely, the leads that are obtained this way are of much top standard. It also makes perfect sense. People who are genuinely interested in your company will fill the form. This implies that these are the leads, your sales team needs to focus on the most.
Because B2B buyers have limited time to read, they have a particular fondness for insightful and quality content. Use visualizations, flow charts, presentations, and press releases to reach out to your target audiences and provide them with the information they need to make a buying decision. Integrate information with the buying cycle to provide useful tips and guidance.
Make sure your content is valuable from beginning to end by eliminating unwanted stuff. Avoid the advertising tone in lieu of addressing their concerns, mitigating their problem areas, discussing their grievances, or responding to their most pertinent questions.
Don’t throw a pile of text at your B2B buyers, this will make them walk away. Make use of videos, audio, images, and other multimedia elements. Some like to read, some like to watch and few like to hear. Make sure your content is designed to cater to every type of audience.
It’s high time you get accustomed to making videos if you haven’t already. It is relatively simple to convert written text to audio clips. There are online services that can convert written material into audio files for a reasonable fee. At last, don’t forget about images, or the fact that Google’s image search feature has received a lot of visitors.
In brief, B2B buyers want top-quality, data-centric content that will help them with their business decisions. The type of content that solves their problems and makes them want to make a purchase without being sold. B2B buyers prefer credible content. Information that is structured and applicable to their circumstances.
Global Trade Plaza is one of the fastest-growing B2B portals in India with a wide marketplace. They have qualified teams of professionals who strive hard to deliver excellent results. They also offer additional services such as marketing and advertising. They also offer top-notch lead generation services to their clients.