What B2B Customers Want

What B2B Customers Want

What B2B Customers Want

 

I had a chance to keynote the NAED Adventure conference with my business partner, Bob Lewis.  We actually spoke for almost 4 hours talking about everything from How to Build an eCommerce Strategy, to building customer adoption.  It was a fantastic conference.  While there, I had a chance to sit down with the editor of tED Magazine, Scott Costa.

Full transcript:

There have been four key questions that customers are asking: First of all: Is this the right product?  I’ve got a problem and I’m trying to find a solution for my problem.  It might a product, it might a service, it might just information in content or how-to information.  But they’ve got a problem and they’re trying to meet that problem.  If they’re trying to meet that problem with a product, they’re asking: Is the product that I’m looking at the right product?

It’s about them finding what they’re looking for.  Once they find it: Is this the right product?  Then they’re asking three other basic questions: Do you have it? What’s my price? When can I get it?  Just answering those three questions along with ‘Is this the right product’ meets the needs, the basic needs of most customers.