In part 1, we told you about a secret weapon that we call the ‘Triple C’ – Competition Crushing Connections. You can use it to dramatically boost your business by sewing up lifetime customer loyalty from your existing customers and help you land the bigger clients and fatter contracts you’ve always dreamed of.
In this installment, we’ll show you the first of two ways to deliver the Triple C; by providing unbeatable convenience (it’s much more than just good customer service).
You probably noticed, but we’re living in the age of convenience.
Every aspect of life as a consumer – from washing your clothes to ordering a book – has gotten faster, easier, and (for most people) better.
It should come as no surprise then that the desire for this super convenience has spilled into the business world. After all, companies are made of people, and those people are getting used to convenience.
So it’s no mystery why suppliers who make things more convenient to do business with them attract more buyers.
But here’s the catch: Every business has different needs. That means that what is convenient for one business may not be for another.
And that means that your traditional public website isn’t serving all your customers in a way that’s most convenient for them.
When it comes to B2B sales, especially with larger companies, customer needs vary greatly. The degree that you can meet those needs determines just how convenient they perceive you to be.
So what kind of needs are we talking about? And how do they measure your convenience level?
As we said, these needs vary widely. It might be as simple as your ability to accept different payment methods, or it could be as complex as how well your e-commerce capabilities fit into their in-house workflow routings (the process involved in requesting a purchase order, getting order approvals, etc.).
In the end, the key is this: you have to be flexible and nimble enough to do business their way. So the million dollar (or more) question becomes, how can you do all that and provide levels of convenience that make you stand out from your competition?
The answer is customer specific e-commerce sites. These are known by different names – company stores, private sites, key account sites, personalized custom websites, and more. The most potent and effective of these variations are private marketplaces.
These private marketplaces meet the needs of even the most demanding customer – and thus deliver unbeatable convenience – by providing an ideal buying environment.
Imagine your customers’ delight when they can buy your goods and services in ways that fit perfectly with their processes, workflows, and purchasing guidelines…
With functionality that provides convenience unlike anything they’ve ever seen; from products organized into categories that fit their unique business language… to shopping carts that accept their preferred payment methods and already reflect their unique pricing structure.
Any conceivable requirement, preference, or need can be met using these private marketplaces. It all adds up to unbeatable convenience. And by doing business their way, you evoke the ‘Triple C’ – and make Competition Crushing Connections with your customers and prospects.
In the next installment, we’ll reveal how to wield private marketplaces to make the deepest customer connections of all. This particular ‘Triple C’ strategy will make it virtually impossible for your customers to even think about using anyone else.