The first thing you need to consider is how B2B buyers have evolved over the last year. These buyers are openly saying that they want to be treated in a personal way, and that they expect a connection when they’re choosing who to buy from. B2B buyers have a stronger sense of responsibility to their organisation than ever, and aren’t just reading your website– they’re looking for engagement with your brand. Live chat is the strongest way to have a meaningful conversation with the new B2B buyer.
Stand Out With Conversation
It might be tough to admit, but in the software as a service industry, the playing field is fairly level. It’s very rare for a single company to have a monopoly on any single technology that makes them the obvious choice. And even if they do, it isn’t long before competitors are able to catch up. When technology is largely the same, how can you stand out? With the warmth and convenience of conversation. By using live chat, you’re able to make connections with customers that go beyond tech specs.
Decision By Council
More and more the decisions of what software a company will be using aren’t made by a single person. Instead, teams are conducting research and presenting their findings to one another to make a stronger decision together. When this is the case, the software as a service company that can more accurately and competently address the specific needs of a potential client will stand out. By using live chat, agents can go far beyond what a mere website could and give thoughtful, specific answers that people can present to the decision-maker.