B2B Marketing Tips for eCommerce Sites
B2B Marketing tips for eCommcere sites that will help you increase traffic, engagement and sales.
Have you successfully developed your online store but still have trouble increasing traffic, average order value, and order volume?
2020 made it abundantly clear that having the tools and capabilities to sell online is critical for all businesses, whether B2B or B2C.
If you found yourself in a position where you were lacking the tools and strategies for successfully marketing eCommerce sites, this post is for you.
Don’t worry, you aren’t alone, we know it’s challenging for a startup or mid-size eCommerce enterprise to build the correct B2B marketing strategy to stay competitive in the world of B2B beasts. This article will shine some light on B2B marketing tips for eCommerce sites that you can use to increase sales starting today.
We’re going to cover the top B2B Marketing Tips and Trends to help you attract new consumers, increase current customer spending, and eventually raise your e-commerce sales by adopting specific essential B2B e-commerce marketing methods.
Even if you’re already a little familiar with B2B digital marketing methods to generate traffic to your e-commerce site, or enhance conversions, 2020 threw us all a lot of curve balls. Businesses of all sizes and in all industries had to quickly adapt to the challenges posed by the global pandemic, and what began as a temporary stopgap for many has now become the norm. The self-service model is appealing to business buyers because it is convenient, efficient, and secure.
Another factor driving the shift is that millennials now make up the majority of B2B buyers. As “digital natives,” they will not tolerate businesses that are out of step with the times when it comes to digital commerce. They aren’t interested in the traditional drawn-out sales process; instead, they want the hassle-free digital experience that they are accustomed to in other areas of their lives.
Before we jump into some great B2B marketing tips for eCommcer, these are the B2B ecommerce trends that businesses must understand in order to stay ahead of the competition and meet the changing expectations of their B2B customers.
The Top B2B Ecommerce Trends 2021 You Need to Know
Customer experience and satisfaction remain the driving force behind the top B2B Ecommerce Trends you should focus on, learn more.
1. API-Based Digital Commerce and Composable Commerce
APIs (application programming interfaces) connect the various solutions to create a streamlined, highly personalized commerce experience.
Composable commerce, also known as headless commerce, is a valuable approach for tech-driven organizations that have the development resources to support a custom solution. You must ensure that your solution provides the appropriate functionality for your company and customers, which can be accomplished through the use of composable commerce. API-driven and other important ecommerce B2B solutions platforms are more adaptable and effective at meeting the various demands that your customers place on your company, providing an effective digital presence for manufacturers and wholesalers.
2. Modelling B2B eCommerce on B2C eCommerce
Because B2C eCommerce is so advanced, it makes sense to strive to provide the same levels of service and convenience to B2B buyers. Rather than looking at your platform in terms of basic functionality, consider it from the perspective of a consumer looking to buy.
What is the usability like, and how many of the functions you like on B2C ecommerce sites are available?
Consider adding common B2C commerce features such as product recommendations, as well as improving cross-selling, to provide your customers with a much better overall purchasing experience.
3. Fintech as a Service
When it comes to B2B ecommerce payment trends, FaaS is unquestionably one to keep an eye on. Through a single API integration, Fintech as a Service solutions enable B2B Businesses to offer the payment and payout methods preferred by customers and suppliers all over the world. Fraud protection, multi-currency support, and other features designed to simplify global B2B commerce for businesses and their customers are included in the best solutions. Your company’s risk-reward equation:
- How FaaS can help you improve your customer value proposition.
- What you’ll need to put the solution (technology) in place, as well as the cost structure.
- When you offer payment capabilities, you will have to use one of several pricing models.
4. Immersive Commerce
Immersive commerce enhances customer experiences by utilizing advanced digital technologies such as augmented reality (AR), virtual reality (VR), and 360-degree product images. Immersive commerce aids buyers in their purchasing decisions by providing them with a more dynamic view of their options. From allowing buyers to view products from all angles to virtually ‘place’ them in their intended environment, this is one of the B2B ecommerce trends that can have a significant impact.
5. B2B Enterprise Marketplaces
Online B2C marketplaces are well established, and the rise of B2B marketplaces should be noted in 2021. Marketplaces are used by approximately 87 percent of B2B buyers, and there are additional advantages for you as a seller. In addition to putting you in front of customers who are serious about purchasing, the marketplace can often manage aspects of selling such as order routing and product catalog management.Amazon Business, an Amazon B2B marketplace, is expected to take the lion’s share of the $67 trillion B2B market and reach $52 billion in sales by 2023, according to RBC Capital Markets.
“There was a very difficile time for companies, especially small to midsize companies, to catch up to the demand from digital customers, or start from scratch,”
says Brian Beck, managing partner of Enceiba, an agency that helps manufacturers and brands sell through Amazon.com.
But while B2B ecommerce sales grew overall, the growth was highly uneven across many industries, depending in large measure upon the impact COVID-19 had on specific markets, according to the 2021 B2B Ecommerce Market Report.
As 2021 kicked off, many companies began the year in the same place they ended in 2020: coming to grips with continued big swings in monthly and quarterly ecommerce sales.
B2B Marketing Tips Proven to Drive Traffic and Increase Sales
It’s important that you do your research before you begin any marketing strategies. Why? Because if you don’t you’ll likely end up marketing to the wrong audience.
Remember, B2B buyers are not some ordinary people who are shopping for leisure. These are those people who’re buying products/services because it’s part of their job. B2B buyers are those professional people who do shopping when their job demands it. To better understand what B2B buyers expect, click here.
Always Conduct thorough research on your potential customers
Thorough research can help bring a range of new information to light, which you can then employ in your B2B marketing strategy. You will provide a better customer experience if you have a deeper understanding of your prospective clients.
Furthermore, you will learn what can make your business successful and gain a deeper understanding of the services you should provide. There is no such thing as worthless information when it comes to your clients and prospects. Remember that, and gather as much information as possible to put back into your eCommerce optimization approach whenever possible. If you don’t have the in-house assets to conduct research for marketing properly, it might be beneficial for you to outsource this component. For example one of my clients hired a B2B tech pr agency in London that focuses specifically on marketing for tech companies. This gave them a leg up when implementing the following B2B marketing tips.
B2B Marketing Tips eCommerce Sites Should be Using:
1. Increase Traffic with SEO
Attracting new clients and expanding your customer base is one strategy to increase conversions. To accomplish this, your online store must be easy to find using search engines. Recent studies have shown that almost 47 percent of B2B buyers use the internet to find information and vendors. This information is very significant because that’s the number of new consumers you could get!
Algorithms are used by search engines like Google, Yahoo, Bing, Yahoo, and Ecosia to rank your e-commerce site above or below others. Search engine optimization (SEO) marketing methods can help you increase your organic rankings
If SEO isn’t providing results quickly or is not paying off, consider using search engine advertising (SEA). SEA enables you to show in front of potential customers who are actively looking for items and services similar to yours.
a) Use paid web advertising
Paid advertising is another approach to improve traffic. These focused marketing initiatives assist in reaching out to potential and current clients. The following are three paid methods for improving e-commerce site traffic:
b) Social media advertising
This type of advertising is also known as paid social advertising and helps target specific categories such as language, geography, and interests. This service is available on the most prominent social media networks, such as Twitter, Linked In, and Facebook. These platforms also have a large user base, which makes it easier to raise brand awareness.
c) Display advertisements:
Utilize online billboards to promote your e-commerce store and site to visitors on the internet. We advocate only utilizing them when required, as they can be annoying to users.
3. Use social media to increase e-commerce sales
Although growing social media traffic is beneficial, attracting customers to visit your e-commerce website and making a purchase is crucial. You may increase online conversions by employing psychological marketing techniques and behavioral research:
4. Show Proof of Credibility:
To offer your business authority and legitimacy, post-customer-completed projects, logos, and names on social media.
5. Customer Testimonials & Reviews:
Another important proof of value and credibility is your customer’s opinions. To create a relationship with current and new customers, locate and re-post content in which clients compliment your items. This bolsters the product’s social evidence and certifies its quality.
6. Use Video:
Did you know that more than 72% of people would rather watch a video to learn about a product? and that a third of the internet flocks to YouTube each month? That’s more than 2 billion people searching for video in almost any and every niche you can imagine every single month. Check out this article on 6 types of video to supercharge your online sales.
6. Build a contest:
Encourage customers to post photos of themselves using your items in exchange for a reward. In exchange, you can improve your product’s common knowledge.
Getting influencers is key to driving online sales and building brand rep. Use known personalities and industry leaders to promote your items so that potential clients regard you as a trustworthy company. You may also utilize social media to raise brand awareness by reminding clients of your success, credibility, and products, contributing to a desire to purchase.
B2B eCommerce marketers today have much more power to provide B2BC customers with a more smooth-and-personalized journey than ever before.
With the above-mentioned tips, you can create the best B2B strategy for your eCommerce website. If you feel like you need more information on any of the concepts or topics in this post, check out our blog categories for a wealth of in-depth information on brand building, eCommerce and growth hacking.