Over the years I’ve analyzed hundreds of tools to see how they will help businesses. From this experience, I’ve developed a sense of what B2B buyers need to be successful with a product. I hope you’ll see these things from a customer’s point of view and they will help you preemptively reduce churn. Let’s get started…
Help Me Succeed Quickly (Time to WOW)I purchased your tool to solve a problem I have. You should do this as quickly as possible. I’ll accept that you need details to personalize my account if you present a profile form, but this should feed into providing me with a better experience, not just helping your additional business goals. When I reach success with your tool, I’ll be satisfied with my purchase and likely to be a loyal customer. Appcues did a post about shortening your time to WOW where they also talked about the importance of this idea. How to do this: Answer these two questions and then work with your developers to make success a primary goal in your tool.
- What is the goal?
- How quickly can we help the user accomplish the first steps to this goal?