How to eliminate customer friction in your offers

What exactly defines customer friction online? Well, it’s pop-ups interrupting a reader’s flow, website features that frustrate, and confusing or misleading text. This friction prevents your customers from doing what they need to do to convert on your site. But one thing that doesn’t get much attention is the customer friction points that appear when […]

Start with Voice of Customer data to communicate your value as a manufacturer

Manufacturers continue to struggle with communicating value-added products to customers. There are a few reasons behind this, with poor data collection being one of them. This problem is notorious for leading businesses astray because insufficient data gives you a false sense of your customer’s needs. Not only is it harder to sell to your customers, but it […]

Are your product offers as innovative as you think?

It’s tempting to call yourself a leader in product innovation. And when your products align with your core competencies, it makes sense to shout it from the rooftops. But getting there means understanding what you’re selling and the audience coming to buy it. The danger of calling your business a product leader is that you […]

Why ask why? A starting point to optimizing your offers

In the study titled “Compliance Without Pressure: The Foot-in-the-Door Technique,” researchers showed that people need a reason to decline an offer, especially a reasonable one. It’s difficult for most people to reject it just because they don’t want to. But to get to the bottom of why potential customers resist an offer, you have to […]

How to remove millennial B2B buyers’ skepticism about suppliers’ sites

Some people still gravitate towards in-person meetings and phone calls because they appreciate the personal touch. But others, usually younger B2B millennial buyers, prefer a different approach. Research shows that these buyers prefer finding information on their own time and hate sales calls with reps. And since 74% of these buyers evaluate suppliers online, many of […]

B2B buyers are pretty damn frustrated with your site. Here’s how to fix it.

Homepages get a lot of love. But what about the pages between the homepage and checkout? Not focusing on optimizing them creates leaks in your funnel. These leaks ultimately frustrate your prospects who made it to your site. Half of the B2B buyers believe the e-commerce supplier sites they visit don’t live up to their expectations. So […]

Scroll