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What To Consider Before Selling B2B Online

  • July 25, 2019

You’re a B2B business owner. You have a website. You use and regularly update your website, but you don’t sell any of your products online. But why not? The increase in B2B ecommerce is growing exponentially, according to Research and Markets, by 2020, B2B ecommerce sales are expected to be more than two times higher than global online retail sales. There’s never been a better time to make the leap into selling your B2B products and services online. 

Before you jump in, check out our top seven things to consider before making the transition into selling B2B online. 

1. Product Data Cleansing 

Product data cleansing means going through your data to make corrections, fill in missing information and standardize your product data before enhancing it to sell online. Doing this in the beginning makes your job easier in the end. Some benefits to product data cleansing are: higher visibility, CTR, conversions, and customer satisfaction. 

2. Improve Product Information

Think of your online store as your new catalog to display your product offerings - it needs to be available and easy to find. Before you begin selling online, it’s vital for your product information to be accurate, detailed, and consistent across product listings. Your customers should be able to find and compare different products. 
Just like any other industry, B2B customers are starting their research online and customers must be able to find and compare different products. 

3. Size Of The Industry

According to research from Forrester, B2B ecommerce is predicted to reach $1.8 trillion and account for 17% of all B2B sales in the U.S. by 2023. This means more sales and visibility for your business. 

4. Customer Experience 

B2B sites historically served only existing customers, allowing them to place reorders. In today’s world, they’re built to attract new buyers that are researching and comparing products. It’s essential for B2B website to have a seamless user experience with straightforward processes to increase conversions.

5. Integration

B2B sellers need to plan to integrate their ecommerce platform with their back-end technology like an ERP for managing operations. Having proper Integrations allow for the scalability of your business processes so as you grow, you can efficiently handle your data volumes. 

6. Marketing (B2B is different than B2C)

In B2B marketing, you should focus on the people using the product rather than the product itself. Be more in-depth with your marketing materials on how your product or service saves time, money, and resources that can set your customers up for success in the long run.

7. Channel Alignment

The best way to avoid channel conflict is to connect your online and physical channels to get everyone working towards the same goal. Doing so creates incredible value for consumers in a way that also benefits all parties involved. 

No matter if you’re selling online, selling out of a brick and mortar store, or making sales in your garage - it’s important to continually deliver value to your customers by giving them the best experience where they are at. 

If you’re looking to start selling B2B online, contact us here

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