B2B Buyer Behavior: Timing is Everything

TIMING IS EVERYTHING Understanding B2B Buyer Behavior B2B buyer activity and research peaks at different times of the year, week, and day. Software Advice conducted a study gathering data from six million unique visitors to their site. Their goal was to discover when B2B buyers perform research on the web, whenthey convert on a website, and when you can getthem on the phone. Dacember YEAR- WEEK DAY- ................ B2B buyer activity is strongest in winter and spring. Tuesday through Thursday is the best time to reach buyers. Buyer activity is highest in the first half of the day. Time to Call Is Crucial After a buyer converts on your site, your chance of qualifying them drops with each second you wait to call. 0-5 Seconds Qualification Rates at Second intervals 30. For buyers that request product info directly, faster lead response times lead to higher qualification rates. 6-10 Seconds 25 11-20 Seconds 20 16. 21-30 Seconds 31-60 Seconds 12 The Right Time to Engage Your Buyer 10% Time of Year 5% Average Your inside sales team will have higher qualification rates depending on the season. Match their capacity to the se variations. 0% Rates -5% Conversion Rate -Qualification Rate - 10% 5% Time of Week Overall, B2B buyer activity is highest Tuesday through Thursday The rest depends on what you measure. For instance, while traffic peaks on Tuesday. convesion rates are highest on Wednesday Average 0% Rates -Conversion Rate - Qualification Rate -5% Time of Day Most buyer research takes place in the first half of the business day, with traffic highest justbefore and during lunchtime. Yoursales team should be in and active during these hours, elative to the afternoon. 12 20% 10% 5% 6. -Convension Rate -Qualification Rate Holiday Activity Activity around Activity around CHRISTMAS NEW YEARS Qualifications are above average. Conversion rates are Qualifications are Conversion ratesare 19 above average. below average. above average. Christmas and Christmas Eve may be good days to plant a seed by sending brand-building campaigns. Conversion and qualification ates the week after New Years are typically up. This isa good time for your inside sales team towork. "Data wan compled by Satware Adviaa tra bed renourcefarsatwarebuyen Software Advice salesforce Visit www.softwareadvice.com.