Today's buyers are changing the way they do business; whether it's B2B (business-to-business) or B2C (business-to-consumer) relationships. This change is a direct result of consumers' comfort level with the internet, and their willingness (and preference) to research, communicate, and make purchases online. A recent study by search firm Enquiro revealed that when it comes to making repeat purchases, only 11% of respondents preferred shopping at a retail location, and only 9% said they would call a toll-free number to order. The majority of people in the survey – 58% - said they would prefer to do their ordering online.
This preference for doing business online may mean you need to rethink your online strategy to accommodate today's digital buyers. You may not need an actual shopping cart on your website, but you do need an online presence that gives customers the information and resources they want online.
Here are a few points to consider about digital buyers that can help you meet their expectations and win their business:
The shift to digital is already happening, so be sure you can accommodate this growing group of buyers. Digital buyers can quickly become frustrated if non-digital "roadblocks" are put in their way – such as waiting for a return phone call or a face-to-face meeting with a sales rep. As consumers get more comfortable with virtual relationships and digital interactions, your business will need to adapt to this new trend as well.