For any businesses, successful and sustainable growth is largely dependent on an innate ability to evolve alongside the target market, and, of course, technology. In the B2B sector, the story is no different.
Modern B2B clients and buyers are finding suppliers online. Thus, a B2B company needs to be present online to meet its needs. The sales team shifts into a consultative role and monitors customer data, helping them to provide more personal service when the situation calls for it.
Modern B2B buyer behaviour
B2B companies are often traditionalists and like the personal service and attention provided by sales representatives. But millennials are entering the workforce. They are used to using the internet and adept at finding products and shopping online. This reason alone means that B2B companies should keep abreast with the times and implement a B2B wholesale app and ecommerce platform that will give them an edge. B2B-specific apps creators continue to add features that will help companies streamline their business processes.
Many decision-makers today are almost inseparable from their computers, and they are so used to digital transactions. They expect B2B companies to provide them with the convenience of online shopping with the features and options unique to B2B ecommerce sites – personal sales relationships, product recommendations, product bundling and up-sells and negotiated prices.
Adopting a competitive stance to complete transactions online
Many B2B companies already realise the benefits of using a robust B2B ecommerce platform. They can maintain and get more clients through the various features of an ecommerce platform specifically designed for the B2B sector. Customers appreciate an intuitive and streamlined ecommerce experience, giving them the option to trust and patronize the vendor. You can earn customer loyalty and minimise the cost of producing sales with a B2B ecommerce platform that can work with your existing sales, marketing and resource management systems and eliminate manualprocessing of orders.
Put more emphasis on business relationships
Enrich the commercial process not only by adapting automation but giving your customers personal attention through extensive product catalogues, custom pricing, and various terms of purchase. It is vital to provide clients with the information they need at the right time. It’s all about building a solid business relationship while convincing clients that your products are exceptional and will improve their bottom line.
Whether you opt for personal transactions or virtual meetings, ensure that you do not eliminate personal consultations, such as offering a range of products, finding the right product specifications, locating alternative products or sources, bundling products, or offering different price quotes.
Make it easy for customers to stay
B2B ecommerce needs to be different because the business relations tend to be longer. Your business needs to ensure that your customers remain loyal. You can do this by ensuring most of the information customers need is available on your website. Partner that with exceptional customer support through phone, live chat, FAQs, customer forums, and knowledge bases.
Your B2B ecommerce site should be focused on customer service that will help buyers go through the sales process that is similar to what they experience in a face-to-face transaction. Use automation where necessary but do not eliminate the sales representatives who are instrumental in building long-term relationships that drive sales.