We all knew that eventually a time would arrive when boomers retire and millennial presence in the workplace grows. Well, that time is now.
Born between 1981 and 1997, millennials represent America’s largest population. They account for 25% of the workforce, and they are making drastic changes to the B2B digital commerce landscape.
Since 73% of millennials are involved in B2B purchasing decisions, B2B companies must keep pace with new buyer demands, especially as they relate to e-commerce experiences.
Let’s take a look at the habits of this new buyer group and their B2B e-commerce expectations.
Forget traditional sales: Digital presence is key
Millennials will be more than halfway through the buying process before they even contact someone at your business – if they contact you directly at all.
Fiercely independent, millennials will approach you when they’re ready to buy, and you can expect that when they do, they’ll be informed about your product, the services offered to them, and what your competitors offer as well, thanks to their online research savvy.
Citing internet search and vendor websites as the top two means of gathering information about products and services, the first step in the millennial buying process involves scouring the web. Seventy-four percent of millennials say buying from a website is much more convenient than buying from a sales representative, so there simply isn’t time to wait to update your B2B e-commerce site.
Forget cold calling – digital presence is key when appealing to millennials. Adopting a B2B SEO practice, blog, and thought leadership strategy will ensure that your company ranks highly when these new buyers begin looking for your products or services. Harnessing the power of marketing automation tools, you can track how millennial prospects consume content, enabling a data-driven marketing approach that responds to buyer behaviors.
You must up your e-commerce experience
Millennials list Amazon as the most essential app that they can’t go without. And they expect that their B2B experiences will offer the same personalized environment and customer experience.
Here are three best e-commerce practices that your B2B business should adopt:
1. Simplified online checkout process
Abandoned online shopping carts are a fatal flaw for many e-commerce sites. Amazon combats this issue with a one-click checkout process – and so can you. The average large-sized e-commerce site can gain a 35.26% increase in conversion rates though better checkout design.
The moment you log into your account, Amazon feels personal. By recommending products based on past site behaviors and conversions and making your account information easily accessible, Amazon offers familiarity and consistency to its users. Likewise, when B2B enterprises display personalized product and service assortments, average order sizes increase.
3. Advanced search
As Amazon collects customer information, it tailors search results to users’ preferences and needs. By adopting this feature, your B2B organization can make it quick and simple to find what the user is looking for, ultimately driving conversions.
If you don’t have e-commerce, you don’t have a path to success
Today’s millennial B2B buyer has redefined what a great customer experience entails. The overwhelming majority of millennials prefer to make transactions online, and organizations are rising to the occasion, with three out of four B2B firms already upgrading their e-commerce platform or planning to within three years.
If your B2B enterprise is considering digital transformation, you’ve got to know what questions to ask in order to guarantee success with the next generation of buyers. The next updates to your e-commerce platform could be your last if you don’t plan accordingly.
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