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What’s Important Content for B2B Conversion Optimization?

A recent study by KoMarketing, Huff Industrial Marketing and BuyerZone examined the most important content for B2B buyers and what factors on a website can impact their buying decision, for better or worse.

Here are the key takeaways. Does your B2B website content strategy include these popular elements?

1. Thorough contact information is the most important piece of content on your website.

Contact info is cited as the most important asset on a vendor website. It is a critical element used by your buyers to establish credibility. While this is one of the easiest elements to add a website it is often missing. Not only does missing contact information cause buyers to question your credibility but it also prevents them from being able to move forward with requesting a quote.

Furthermore, 44% of respondents say that absence of contact information is annoying and can cause them to leave the website.

2. Product pricing plays a big role on your website.

This is another top must have on an a B2B website. Unfortunately over half of respondents reported that pricing information is often lacking on websites.

3. Key information buyers want to find on your homepage.

Your website’s homepage is valuable real estate and you must make use of every inch to clearly convey your message and brand while creating a need and desire for your service. here are the most common elements buyers look for on your homepage:

  • Products and services (86%)
  • Contact information (64%)
  • About/ Company Information (52%)
  • Testimonials (27%)
  • Marketing Collateral (23%)
  • Social Media Icons (12%)
  • Blog (8%)
  • Pricing (2%)

3. Other B2B website content buyers will give you their contact info for.

What type of content is so lucrative that buyers will give you their contact information in exchange for?

  • Trial Offers (62%)
  • Product Demos (48%)
  • Product Evaluations (44%)
  • Research (41%)
  • Brochures, datasheets (40%)

4. B2B website content that may not need to be locked behind a contact form.

Interestingly, fewer B2B buyers will give you their information to receive a case study (24%), white paper (28%) or newsletter (23%). While these are still important for establishing your credibility as a vendor perhaps buyers feel they should be able to view this information anonymously, without having to complete a form and tell you their identity. When considering what content to put behind a sign up form think about where in the purchase funnel the buyer likely is. Reading a white paper about how your service works is likely to happen much earlier than requesting a trial. They may read white papers from five to eight other vendors but only request a trial from one or two.

5. Contact forms can be a big stumbling block for RFQ’s.

Don’t ask too many questions – When your content has done its job and the buyer is ready to complete a “Request for Quote” (RFQ) you run the risk of asking too many questions. Nearly 70% of respondents in this study say that excessive form field requirements can keep them from completing the form. Formstack recently determined that lead generation forms average around 11 fields.

Only ask for their phone number and address when necessary – Nearly 60% say they don’t like to share their phone number and 53% their address information. Aren’t we all worried about being solicited after giving out this information? The email address is still a low threat field and only 16% say they prefer not to provide this.

Don’t get too personal – You must also be cautious about asking for too much personal information or requiring the buyer to subscribe to your email newsletter, as these can be two other big deterrents.

6. Other factors that affect a buyers’ experience on your website.

The study also found some other key components that affect the experience and ultimately the outcome of a buyer’s experience on your website:

  • Visitors get most annoyed with a lack of message (46%) and animated ads (42%), which can cause them to leave.
  • B2B Buyers have less and less of a tolerance for slow loading websites. 20% define slow as 5 seconds, 42% as 10 seconds and 34% as 15 seconds. This tolerance is much higher than Google’s suggested 2 second rule of thumb.
  • B2B buyers are searching on their mobile device and tablet – 4/10 mobile device owners will search for a B2B product on their phone.
  • B2B buyers are still mostly neutral towards mobile-friendly websites. Approximately one third are neutral and one third consider it important but not a deal breaker.

Conclusion

This 2015 B2B Web Usability Report draws three excellent conclusions or takeways to developing an effective B2B website content strategy:

  1. Keep buyers on the website at the beginning of the discovery phase.
  2. Educate buyers as they leave a website and return to it multiple times through their research phase.
  3. Give buyers the confidence to establish contact or begin a trial offer with a prospective vendor.

These study results are just the start of Conversion Optimization and getting the most out of your website. For more information about how we can help you get more leads out of your B2B website please call us at 1-888-262-6687 or fill out our quick contact form.

This article has been adapted from MarketingCharts.com.

 

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How to Improve B2B Website Usability

B2B Website UsabilityFinally a B2B website usage study focused on B2B website usability and how actual decision makers use the website to move through the purchase process!

KoMarketing Associates and Dianna Huff’s study What B2B Buyers Want from Vendor Websites sought to understand total B2B Website Usability. The study reveals that buyers approach B2B websites with one motive – to “qualify a vendor in order to begin the process of moving toward a purchase.” Does your B2B website have what it takes to qualify you as the appropriate vendor, in the eyes of a buyer? Can your buyers move smoothly through the sales process while on your website?

In this blog post we will summarize the 7 major findings from the study and what you can do today to improve your B2B website to propel your visitors forward into the sales process in order to increase purchases.

#1 – Buyers look at products and services first.

Huff/KoMarketing first asked survey participants, which primarily consisted of decision makers such as CEO’s, Managers, Consultants, Analysts and Directors, what they look at first when they come to a website. The results include:

  • 90% want to see Products and Services info.
  • 61% want to see our About info
  • 37% want to see Marketing Collateral such as white papers, case studies, articles and so on
  • 36% want to see Testimonials
  • Less than 25% want to see social media buttons or a blog.

Ultimately, as the survey states, the buyer is looking for validation that they should continue to invest their time looking at your website.

Key Takeaways for Your B2B Website:

1. Integrate the important information into your navigation.

2. Give easy access to Products and Services in particular.

3. Include company information, including About and Testimonials, in your top navigation.

4. Make your logo in the header clickable to your homepage.

#2 – Buyers need marketing collateral and pricing.

First, let’s start with the top four B2B website design “Must Haves” as indicated by buyers:

  1. Pricing information (43%)
  2. Technical information (38%)
  3. Case studies, white papers, articles, blog posts (38%)
  4. Shipping information (37%)

On the flip side, marketing collateral and pricing are the most lacking items on vendor websites. The most lacking content that hurts B2B website user experience includes:

  1. Case studies, white papers, articles (54%)
  2. Pricing (50%)
  3. Product reviews (42%)
  4. Details about technical support (42%)
  5. Testimonials and client list (31%)

This information is important because buyers use it to pre-qualify you as a vendor. Are your services or products within their general price range? Do you meet their basic requirements? This study also points out that as a B2B website you need all the information clearly posted in order to send you a RFQ or to send the order to their purchasing agent.

Key Takeaways for Your B2B Website:

1. Include some indication of pricing, even if it is general price ranges.

2. Post case studies, white papers and articles for visitors.

3. Give visitors all the information they need to do business with you, including contact information.

#3 – Buyers prefer to use email and phone to contact you.

Do these survey findings of how buyers prefer to contact a vendor surprise you based on how frequently you are contacted by prospects?

  • Email – 81%
  • Phone – 57%
  • Contact Form – 39%
  • Live Chat – 17%
  • Schedule an Apointment Tool – 11%
  • Social Media Platform – 9%

As Huff/KoMarketing reminds us, remember the age demographic of your prospects. If they are between the ages of 36 and 64 (like the majority of respondents in this study) they will have a natural preference to phone.

Key Takeaways for Your B2B Website:

1. Put your phone number in your website header so it is prominently displayed on each page.

2. People are contacting you through a variety of methods; give them all these options.

#4 – Buyers hate long contact forms.

It seems that there is a love hate relationship for contact forms. We saw in the above results that nearly 40% prefer to use a contact form yet visitors are very sensitive to the contact form.

More than 80% say that they won’t fill out an “excessive form”. Did you know that 60% prefer not to give their phone number and another 53% don’t want to give you their postal address? So what information are buyers willing to give you in a contact form?

  • First Name (only 9% say they prefer not to disclose)
  • Email Address (only 13% say they prefer not to disclose)
  • Last Name (only 14% say they prefer not to disclose)
  • Company (only 19% say they prefer not to disclose)

Even if your form is excessive over half of respondents said they would still fit it out if it means they get something for free such as a trial, research, white paper or webinar.

Key Takeaways for Your B2B Website:

1. Only ask for information you absolutely need in a contact form.

2. Monitor completion rates for your contact form to make sure people are filling it out. Try eliminating unnecessary fields if too many people abandon the form.

3. Consider offering a promo when people complete a contact form; an exclusive link to a white paper is a low price to pay for a new lead.

#5 – Buyers will leave a website if they see this.

Most of the elements that annoy the survey respondents come as no surprise to us. If you have any of the following elements on your website you should seriously consider if their value is worth the risk of annoying visitors and driving potential customers away!

  • Video or audio that plays automatically
  • Animated ads or popups
  • Lack of message (can’t tell what the company does)
  • No contact information
  • Tiny text
  • Intrusive live chat
  • Stock photos

The study also sought to understand why these type of elements annoy visitors so much. The main reasons include that it wastes time, interrupts train of thought and reduces credibility.

Key Takeaways for Your B2B Website:

1. Make it incredibly clear what your business does – 49% will leave a site due to lack of message.

2. Display your contact information prominently – 37% will leave a site because there is no contact info.

3. Generic websites (including DIY sites and sites with stock photos) will reduce your credibility. Make sure your website looks professional and portrays your brand.

4. Develop case studies and white papers before social media, as 31% of respondents said marketing collateral establishes credibility whereas only 10% say social media establishes credibility.

#6 – Social media won’t impact buying process.

This study uncovers a purchaser’s indifference towards a B2B’s presence in social media:

  • 37% say it isn’t a factor
  • 30% say it’s important, but not a deal breaker
  • 26% say they are neutral towards social media

#7 – B2B buyers are using desktops although mobile is growing.

Huff/KoMarketing disclosed similar mobile traffic rates as what we are seeing for our B2B clients. Approximately 25% of traffic is through mobile whereas the average website is experiencing closer to 35%.

How’s Your B2B Website Usability?

How did your website fare through the eyes of purchasers? After seeing how actual decision makers evaluate a B2B website like yours, does your website need some attention? There are two ways we can help you:

1. Website Design – all of our website designs incorporate these best practices and help you brand your business the way it deserves.

2. Search Engine Optimization Campaign – if you are looking to grow your traffic while also improving your website then an SEO Campaign is perfect for you. While we work at making your website easier for the Search Engines to crawl and show in Search Results we also improve your website for visitors so it is easy to navigate and find the information they need. We also focus on properly branding your website and increasing leads.

Contact us today by calling 1-888-262-6687 or by emailing contact@1stonthelist.ca to talk about how to make your website more successful at converting visitors into purchasers!