5 Ways to Make a Good Buyer Experience Even Better
Housekeeping
- Submit your questions at any time during our discussion
- Unanswered questions will be addressed via email after the webinar
- We appreciate your feedback - brief survey at the end of this presentation
Wait, what is Qwilr?
Qwilr helps sales teams save time, stand out, and win more business.
Our smart document system makes it easy to create differentiated, visually compelling sales and marketing collateral, at speed.
And Chili Piper?
Chili Piper makes meetings happen.
Our advanced scheduling software helps B2B revenue teams double their conversion rates, increase customer satisfaction, and reach new levels of productivity.
Speakers
Arthur Castillo, Field Marketing, Chili Piper
Sarah Frazier, Sr. Content Manager, Qwilr
Context
Pre-COVID:
- 61% of the sales process was done in person
Since COVID began:
- Video conference interaction increased 41%
- Online chat increased 23%
- 75% of buyers and sellers say they prefer the new digital norm
- Per Gartner, 80% of B2B sales will be digital transactions by 2025
What should we expect from here?
Key findings:
- Sellers need to improve the buyer experience
- Buyers want personalized interactions
- Buyers want a simplified purchasing process
Buyer Experience Methodology
This study was conducted by a third-party agency on behalf of Qwilr from March 29 to April 9, 2021. The study included 114 respondents with the following demographics:
By industry
By department
By role in buying process
By gender
By age
By region
All survey respondents were in the US.
An Overview:
Creating a positive buyer experience:
What influences buyers the most?
#1: Respond quickly to buyer inquiries.
#2: Reduce steps / optimize communications.
Example: combine e-Signatures & Payment directly with your proposal content
#3: Personalize the experience.
Buyers want content tailored to them.
From our study, 64% said it's important that materials are personalized to their specific needs.
When in discussion with a sales team, how important is it that the materials they send are personalized to your specific needs?
Comments on what's important:
And what would prevent them from buying?
Example: product videos
Video can make the value proposition of your product or service tangible.
Example: Integrating with your CRM
Make personalized sales materials quickly by integrating proposal software with your CRM.
The impact:
- 30% reduction in time to prepare documents
- No more errors or version control problems, as data is automatically pulled in from Salesforce
- 87% savings in software costs - separate content and contract management solutions no longer needed
#4: Empower the buyer.
From the first appointment to sales proposal and pricing, buyers want to feel in control.
⚠️ Remember:
Time spent buying is time not spent on their business!
From our survey, 66% of respondents said a "build your own" pricing model is important.
On a scale of 1-5, how important is it to you that software pricing includes a “build your own” model where you can choose the components needed for your business?
Example: Build your own model & interactive pricing
(try changing the quantity and selecting optional items, see the impact on pricing)
The impact:
- Easier for customers to sign
- Increased average contract size
- Reduction in sales cycle timeline
#5: Create a cohesive, stand-out experience.
8,000+ MarTech solutions on the market today. User perception is everything!
How you present yourself and your brand either builds trust-- or gives competitors a foot in the door
Takeaways for sellers:
Responsiveness matters.
How quickly you respond to buyer inquiries communicates how responsive you will be after the deal is signed.
Simplified processes accelerate the deal.
Buyers want an easier, less cumbersome purchasing experience, from lead to close. Buyer conveniences accelerate the process.
Personalize the experience-- or go home.
Buyers want to know you understand their specific needs and use cases. Personalization demonstrates listening.
Buyer empowerment is king.
Let the buyer control meeting scheduling, product demos, pricing, and package customization.
Stand out!
Buyers are more sophisticated and your sales process should be, too. Your buyer experience can be a powerful, competitive advantage!
Take the next step:
Complimentary Buyer Experience Consultation
- 30-minute analysis of current practices & collateral
Thank you for attending our webinar!