23 Sep 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.
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.