To understand your B2B audience's challenges, you need the right tools. According to Deloitte, companies that focus on their customers are 60% more profitable. It is important to obtain information from your customers. If you understand their challenges, their needs, and what they want to know. Then you can then turn that insight into conversion-driven content, create engaging content, promote it, etc.
Find out who's visiting your site
Users who visit your website, app, or online store provide valuable insights. Google Analytics is usually the first and obvious place to look to gather this insight — find out what content on your site your audience is already engaging with. People who are unfamiliar with your website may have trouble navigating at first. A search bar can help them find what they're looking for, and collecting on-site search data can provide invaluable insights.
You can also check the on-site search terms report, which shows you what keywords are used the most on your site. This can help you determine what people might expect when visiting your website. You can gather keyword data using this tool, and you can use it to deliver content people will engage with if you use it correctly. To find these data, go to Site Search and Search Terms under the section Behavior Report.
Find out what your actual conversion rate is
Everyone who works in digital marketing should be familiar with it. There is a possibility that only a few people make purchases despite having thousands of views on your shareable and engaging content. Perhaps your poor conversion rates online are due to the fact that they are not interested in what you are selling. Each visitor to your website is weighed equally in your conversion data. It would be best to filter out visitors who leave quickly to determine your actual sales numbers.
Go to Source/Medium under Acquisition. Create a new segment where you can customize parameters. Under Behavior, set the Session Duration to exclude those who stay on your site for less than a few seconds to see your conversion rate better.
Find out how many conversions a visitor needs to make to convert
Many salespeople wonder about how long and how many visits it takes for customers to convert. We can find out through Google Analytics by using the Path Length report under Multi-Channel Funnels. This shows how many interactions you need to have with a user before they make a purchase. Path Length can also display the most common pages a user visits before converting.
Any sales coming from a single path are likely a result of direct links, and the customer already knows about your company. Make sure to focus on longer paths and remember that many visitors need to be warmed up before they buy.
Final thoughts:
To understand your customers' needs, nothing beats talking to them. It allows you to question your assumptions. Elicit the correct information. Take the time to understand their business, work, and personal challenges. As you talk to them, dig deep and several layers deeper.
Please pay attention to the keywords they use in their sharing and tie them into more specific questions. You're not just collecting keywords; you're also adding context. It's this context that makes your content and headlines more engaging.
Understanding what customers need and why they need it is the key to successful customer development. Adding content that engages your audience long term can be built by determining the most relevant topics.
Grow better with Zooloo, we are happy to help you get started with digital transformation, please contact us at sales@zooloo.asia.
- Read about The Digital Transformation Journey
- Learn more about our “Digital Backbones”
Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade
