I’m a strong believer that you should sell to B2B buyers the same way you sell to B2C prospects. If you don’t believe this, you should listen to this conversation with B2C expert, Josh Koplin. He’s here to share why B2B prospects want the same experience as B2C customers and how you can give it to them.
Meet Josh Koplin
- As Co-founder and CRO of EDEN, a home services SaaS startup, Joshua Koplin spearheads the company's mission to equip contractors with innovative technology, fostering business growth and exceptional customer experiences.
- His extensive experience in finance, innovation, and business development includes leading the IPO for Japan’s largest renewable energy developer, RENOVA Inc., and previous roles in investment banking and M&A at J.P. Morgan.
Adopting a B2C Experience into the B2B World
- The B2B prospects in the fancy offices are also the same ones doing B2C buying. They see what it takes to make someone buy, and they want that same experience when a B2B seller is offering them a service or product.
- Josh shares how his company is modernizing the sales process to provide instant gratification. He studies what consumers want and applies that knowledge to the HVAC and home services space.
Overcoming Pricing Challenges
- In the B2C world, the price of a product or service is right there in your face. However, it’s often hidden in the B2B world.
- Josh shares that online pricing is often the first thing on a buyer’s priority list, and they will have this in mind when searching for a product. Adopting upfront pricing allows a B2B consumer to feel more comfortable about their buying decision.
- He also explains why it’s still essential for sellers to include the benefits of a product along with the pricing to provide a better experience for those in the B2B world.
AI Search Changing Both Worlds
- In the B2C and B2B worlds, AI has completely changed the way we look for information on Google. Before you can even scroll down, you see AI gathering the data you need.
- It makes old-school SEO methods obsolete, so how can you ensure your business still reaches the ranks?
- Josh shares that the best thing for B2B sellers to do is to put their "kitchen table conversations" online. This is where you act as the consultant and listen to your customers' pain points, needs, and wants. You provide everything they need to know to help them make informed decisions.
- Josh also goes into what zero-click searches are and how they are affecting the B2B world.
“AI search and consumers are turning more towards the kitchen table conversations online. The more helpful you are, the greater the chance of conversation from consumers.” - Josh Koplin.
Resources
If you want to connect with Josh, you can reach him by email at josh.koplin@e-denhomes.com
You can also connect with him on LinkedIn
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
- This episode is brought to you in part by LinkedIn.
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