Number One thing B2B Purchasers Want to See

B2B buyers are savvy web users, and they're increasingly using the web to make purchases -- even purchases greater than $100,000. So what ranks as the most important factor in their purchasing decision? Simple: Price. If the price is not posted in a clear and straightforward manner on the site, they're more likely to leave and keep researching other sites.

Falling close behind, according to the Enquiro 2007 B2B survey was product information. Such information is best presented in a downloadable and printable format, because it's generally passed around to colleagues. With the right product pages, it's not especially difficult to sell big orders. One in three B2B buys over $100,000 are made online.

Price Sticker image by What_Rhymes_With_Nicole [cc, 2.0]