Selling products online is getting more challenging and dealing with B2B buyers is the toughest. The changes in consumer behavior and the advanced demographics of the market have affected the sales funnel and cycle. Years back, consumers used to rely solely on the salesperson, but now they are getting more aware. According to the statistics, around 34% of salespeople admits having trouble closing a good deal. Whereas, buyers are now majority relying on reviews, and feedbacks of other customers to gain surety and satisfaction about the product quality and credibility of a platform.
As per the statistics, consumers are getting 3.1x times more inclined towards user generated content UGC to authenticate a brand.
So, here in this blog, let’s discuss the profitable B2B strategies and techniques to increase sales and attract prospective customers. Read on!
B2B Ecommerce Industry
B2B Ecommerce involves business to business trading. The global market size is valued at USD 6.64 trillion which is predicted to raise up to 18.7% by 2028. The B2B marketing demographics are changing rapidly. Around 50% of brands are focusing on marketing strategies and blogging as a means of attracting customers. The curated list of techniques and result-driven strategies are described further in the blog.
Understand the Buyer’s Journey
The buyer’s journey is one important aspect of B2B marketing. It involves four stages the first one is problem identification, solution exploration, requirements building and then supplier selection. Now, what happens is the consumer upon identifying the problem, instead of interacting with the salesperson goes straight to researching the brands and shortlisting on his own. Now here what you need to do is position your brand so prominently into the market that no matter what your consumer comes directly to you.
You need to gain credibility and a prominent online position. The next thing is requirement building, your services should be so comprehensive and properly presented that the consumer should get satisfied by them. They must find you as the one window solution to their problem.
To push the lead a little further towards conversion, you should provide valuable suggestions as well. You must engage the customers after understanding what he wants to offer just the right type of solution.
Embrace Sales Enablement
Do you know what factors majorly play a role in getting conversions? Well, there are a lot. From content to other forms of marketing every technique plays a certain role so, let’s discuss them all one after the other.
Content Marketing
Content plays the significant role in creating an identity and defining a path to your target audience. With the help of good quality content one can engage, captivate and convert the consumers in no time. It is not solely used to promote a certain product or service but creates a need among the audience and position the brand at the right place.
⦁ Product descriptions– When it comes to composing descriptions of your B2B products, you need to make sure it is comprehensive and detailed. Every aspect should be rightly elaborated and properly defined to not having any shred of doubt.
⦁ Video Content– This is usually used on social media. When you opt for social media marketing you will be needing some high quality and captivating video content that can engage your viewers making them navigate to your e-store.
⦁ Buyer’s Journey– Content that guides your buyers from where to shop and how to navigate on your web is important to be promotional and easy to grasp. Your website should be easy to understand and composed in a way that it leads the consumers to the chopping cart and checkout terminal.
Social Media Marketing
Social media is turning into a big thing where every platform outperforms in its way. Facebook Marketplace has turned out to be a potential option for creating and expanding eCommerce business. Instagram provides ample opportunities to engage and convert consumers. The visual centric platform provides a Greta opportunity to capture the attention of scrollers and let them navigate to the built-in store on the site.
What matters is how engaging your posts is and the appeal design holds. You need to practice smart techniques like contest, polls, giveaways, and interactive content that can keep the audience amused.
Personalization
Personalization covers all the different facets of marketing. Whether you are planning to go for paid marketing, optimizing your website or e-store experience or creating content for email marketing, you need to understand how to engage individual customer. The most important thing is to create an online shopping experience that a customer can never forget and wants to enjoy every time they plan to shop online.
Platforms like eWorldTrade are a great example of how personalization works. The moment a customer enters the store, the behavior is thoroughly studied and the web experienced is modified accordingly. The suggestions become much more targeted and relevant to their search query. In this way, they get to send more time buying the things they truly and actually want.
Omnichannel Marketing
Whether it’s about creating a presence of making your ecommerce store accessible, try to work on omnichannel marketing strategy. In this strategy, you get to connect all of your different platforms together making it easier for the consumers to navigate to your store no matter where they are online. Connect your social media platforms, websites and other portals together and ensure accessibility to your store. This also goes out for making ecommerce store available and accessible on different platforms from desktop to windows to mobile version.
Wrap Up
The world of ecommerce marketing has been through a lot. The outbreak of COVID-19 has completely changed the way things used to work from consumer behavior to marketing strategies. Now its all about how transparent your policies and business model is. You need to be conscious about every move and ensure to find out profitable techniques to garner attention and convert targeted customers. The above-mentioned tips and tricks will help create a result driven strategy for your B2B ecommerce business.
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