5 ways to boost buyer confidence in 2023
So far,?numbers regarding the economy paint a foreboding picture of 2023. The concurrence of persistent inflation, tight labor markets, and supply chain disruption is creating buyer uncertainty and B2B seller fatigue. A survey by?Gartner?revealed that 89% of sellers feel burned out and over half (54%) are looking for a new job.
However, motivated sales teams who are familiar with their buyers’ needs will be more likely to succeed even in the worst market conditions. And we here at Dropbox Sign want to help.
That’s why we’ve created a guide for ways to boost buyer confidence in 2023!
1. Start by smoothing the transition from marketing to sales
No one likes a disconnection in their buying experience. In B2C, disjointed brand communications, transactions, and products in B2C environments can be especially frustrating for customers. With more attention to improving these transitions, customers may give companies a second before taking their money elsewhere.
However, such a breakdown can end a relationship in the B2B world. So, although it’s been said before, sales and marketing must work together to present their brand more cohesively. It isn’t enough to sit in the same meetings and look at the same reports. You must think about what the buyer sees, hears, and feels when interacting with your brand at every touchpoint.
We recognize that programs may already be in place for Q1-Q2 of 2023. Use the first part of the new year to gather data and insights.
Don’t be afraid to get back to basics. This?Qualtrics resource?provides guidance and initial steps for aligning sales and marketing to the customer’s point of view.??
2. Improve the learning journey for buyers.
Buyers have access to seemingly endless reserves of data, information, and testimonials online. This often results in a largely self-led journey through deliberation and purchase. But without an experienced seller as a guide, the information can be simply overwhelming at best, and grossly misleading at worst.
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There’s a lot of room for improvement on the integration of digital experiences and sales rep interactions. The proper combination of the two allows buyers to travel a “self-reflective learning path,” on which they’re?147% more likely to buy more?than originally planned (and more confidently too).
This on-demand webinar can help deepen your knowledge in this area:
3. Study the buyer’s position within their organization.
As a B2B professional, you’re part of a team. So it’s no shock that your buyer probably is too, and they’re not alone in making major B2B purchase decisions. Indeed, as Demand Gen reported from its?2022 B2B Buyer Behavior Survey, the average buying group comprises:
Get to know your prospect’s position (and how it relates to that of others), their organization’s rhythms (whether they meet once weekly, remote or in-person), and when budgeting happens (whether your conversations are happening before or after).
With this information, you become an ally to your buyer. By presenting yourself as a champion of customer success, you’ll?improve customer relationships?post-sale, too.
Want the full list? Check out all 5 ways to boost buyer confidence in 2023.