July 18, 2018    3 min read

Entering the B2B eCommerce marketplace can be extremely successful for companies looking to widen their field of reach, but there are some difficulties when first transitioning. When embracing a B2B eCommerce model, using B2C concepts and sales strategies can be the most effective way to connect with customers. Here are four tips to get a head start on B2B eCommerce.

Encourage reviews and feedback

Unlike physical stores, eCommerce doesn’t offer customers the tactile experience that can often make a sale. Without being able to test products in-store, customers need other ways to ensure products meet their expectations. Customer ratings and reviews of products are the best ways to encourage sales of items without being able to test them.

Customers tend to prefer peer reviews over company testimonies. Third party sites such as Yelp or Zomato promote this kind of customer interaction, and by utilising this, companies are more likely to find success online. Because of this, it is important to have sturdy stock control measures in place in case a specific product becomes increasingly popular.

Similarly, asking for feedback from employees in regard to the new eCommerce pursuit is a valuable tool to help you improve. Suggestions about improvements to the platform before it is opened to the public can avoid customer confusion and can also improve the general quality of your platform by gather multiple opinions.

Improve customer relations

B2B eCommerce is gradually beginning to realise the importance of marketing via social media networks to encourage the humanistic side of a company. Using platforms that push content rather than products such as LinkedIn, Facebook, Instagram, or blog platforms may not seem to directly effect B2B sales, but the humanised image of your company will improve customer loyalty and satisfaction, leading to increased online sales. By using social media to interact with customers, brand association and customer loyalty will rise, meaning a more successful online sales record.

Plan before implementing

Before jumping in to B2B eCommerce, it is important to plan the steps your company will take. Taking it slowly when first setting up the platform will help avoid mistakes and make the general transition to eCommerce less overwhelming. Creating small goals such as sales quotas or whether to enter the global market is important to consider making the process easier. Similarly, it is important to spend time re-planning budgets, team management, and stock control protocol to ensure the transition online is easy.

Find ways to keep improving

Once your eCommerce solution is implemented, it is important to continuously improve and update your online store. Updating features allows your business to keep up with competition. Using chatbots for customer relations will improve customer satisfaction, while applying integrated stock control software will ensure consumers are kept satisfied. Keeping up with new trends in eCommerce will make your eCommerce business more sustainable and profitable.

Setting up a B2B eCommerce platform for your business can be incredibly successful for companies. By encouraging reviews and feedback, you can improve and customise your platform to increase sales. Using social media will help humanise your eCommerce business, allowing for customers to feel a more personalised connection rather than just a sales platform. Planning your platform is crucial to avoid mistakes and make the transition process easier for all involved. Planning the website, budgets, stock control techniques, and intended changes in the future will make the switch to B2B eCommerce smoother. Continuing to update and improve your platform will keep your business competitive as the eCommerce industry grows, and keeping up with trends is important in remaining profitable.

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