Today's consumers have become very specific about how they want to engage and interact with companies. With the ever-changing digital environment eliminating human interaction from the sales process, all a consumer needs to become a loyal customer is conversation and personalisation, and B2B customers are no different to any other.
They want to interact in real-time with your business; they want to engage with the appropriate representative at their convenience; and they want to navigate a streamlined sales process without having to fill out a contact form or wait for feedback. Often, they cannot afford to delay the sales process any longer than need be –?time is money, after all.
In fact, according to the Accenture, 73% of B2B buyers say they want a personalized, B2C-like customer experience. With this in mind, B2B companies running a successful sales process know that conversational marketing is integral to doing business online.
It’s all about talking to your prospects
Your sales reps need to capitalize on the traffic that your marketing team is driving to your site by engaging and conversing with consumers at their level. Good conversational marketing practice gives potential customers the option to reach out and get the information they need, when they need it, without feeling bombarded by sales pitches.
If you strike the balance just right, implementing a conversational marketing approach will optimise your sales process.