Are you aware that B2B e-commerce spends six times more than B2C e-commerce globally?   By 2025, Statista estimates that North American B2B e-commerce will be worth more than $4,600 billion.  A Mckinsey & Company survey shows that eCommerce generates 18% of B2B income. Having a web page and using online advertising are no longer the only options for B2B e-commerce

Check out a few tips and emerging trends to help advance B2B e-commerce.  These five tips will help you increase B2B e-commerce sales.

Hack 01: Use B2C techniques for B2B transactions

B2C eCommerce has established incredibly high standards for client satisfaction while purchasing online. When we purchase from a B2C website, we often want it to have the kind of look and feel we want, be simple to use, have speedy checkout choices, be delivered quickly, and have outstanding customer service. What if you experienced a B2B e-commerce company similarly? Yes! Consider replicating some excellent B2C brand-derived customer experience strategies.

Hack 02: Improve your catalogue and search capacity

If your catalogue has many SKUs, displaying them simply and effectively is your most significant challenge. For example, https://www.grainger.com/

On their website, 1.5 million items are listed. They’ve organized them into parent and child SKUs to make it easier for users to find the products they’re looking for. At the first level, they have all Product Groups. At the 2nd level, they have the categories mapped. At the third level, they have the subcategories mapped. At the fourth level, all SKUs are assigned to subcategories. You can browse the hundreds of products on this page and click on the ones you want to learn more about. Grainger has made its website navigation simple despite having more than 1.5 million products listed there. This is a lot of work, but making your website navigation easier is a one-time effort. 

Hack 03: The Omnichannel Experience

B2B e-commerce businesses have been trying to move customers online. Most purchasers will be resistant at first, but after they feel safe, after beginning their first transaction, it’s all about improving their experience every time. In addition to websites, B2B e-commerce also uses the following channels:

  • WhatsApp chatbots for frequent purchases 
  • Using a subscription model to enable clients to sign up for automated email notifications for regular purchases
  • Customers can engage in live chat with assigned sales representatives to get immediate answers to their purchase queries.  
  • Sales agents have access to a mobile app. You can provide quick replies and personalized experiences with real-time data. 

On a website, a chatbot is turned on to ensure each client gets responded to and that any urgent questions are forwarded to a live chat agent.

Hack 04: Personalization  

Companies that engage in B2B e-commerce provide customized self-service portals based on the customer’s preferences for price and delivery. With special or discounted pricing supplied to them, customers may make repeat purchases. Customers can place orders more efficiently and streamline the process by speeding up order processing. Personalization and convenience will have your clients returning to you until you become their top choice for purchasing!

Hack 05: Sales Automation

Automate document management, contracting, and payment procedures for each client. You may sync data via APIs with your ERP, WMS, CRM, and PIM systems using B2B eCommerce automation. This will improve automation while reducing human dependency.  You may automate inexpensively using one of the various B2B SaaS programmes available. Companies like AppSumo, Zoho, and Freshdesk may help you automate your B2B e-commerce business without breaking the bank.

Additionally, by enhancing your company’s credibility and reliability, these strategies encourage customers to choose you first when making purchases and enable them to place more orders in the future.

About Us

A multidisciplinary consulting firm, Your Retail Coach, YRC specializes in retail & e-commerce. A retail and e-commerce agency with over 12+ years of experience, YRC has helped many local and global brands grow with sustainable and practical solutions. For more information about retail & e-commerce, check out the following links:

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Retail & E-commerce Blogs: https://www.yourretailcoach.in/blog/

How to Increase Your B2B E-commerce Sales: