Why 55% of potential B2B buyers might not trust your website content
When my colleagues, Derek Edmond and Casie Gillette at KoMarketing Associates, and I first viewed responses from our inaugural 2014 B2B Web Usability Report, we weren’t surprised by some of the results. For example, we already knew and were advocating to our respective clients that B2B buyers need marketing collateral in order to make purchase decisions. And, it wasn’t a shocker that buyers don’t like filling out forms that require them to hand over lots of information.
But some of the responses did surprise us — particularly that two types of website content — content that most of us don’t even think about — play a huge role in helping B2B buyers move forward with a vendor. In fact, the lack of this type of content can cause prospective buyers to leave a website annoyed and frustrated — and without making any moves to initiate contact with a vendor.
To which content am I referring? Contact information and “About” pages. Simple stuff that all businesses include on their websites, right? Well, not exactly.
The semantic web = credibility and trust
In his book, Google Semantic Search: Search