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Tips to Win B2B Buyers

Yitzchak Lieblich
Jul 13, 2020 9:40:00 AM

If you are an ecommerce merchant who is new to the B2B space, you may be wondering how you should go about gaining a strong and loyal client base. Fortunately isn’t too different from attracting a B2C client. With some slight alterations unique to business transactions, you can easily develop the client base you need to grow your business. The key to gaining customer loyalty is all in building a relationship based on trust. Your client wants to trust that they will be getting the products they were promised in the amount of time that was agreed upon. If you continue to provide reliability to your clients, they will trust you with their business needs. 

 

Any good relationship begins at the start- when you first attract your client to your brand. Marketing and content aside, if you are reaching out to a prospective client via cold calling or cold emailing, it’s best to do your research beforehand. An email or phone call conversation should be as personalized as possible, even from the first initiation. Check out the business’s websites or social media accounts. Determine what’s the best angle to take to present your brand to this business. This will also help you not to waste time focusing on potential clients that may not be a good fit for you. If they don’t seem to have a budget for your products or maybe seem to not have use for the products you sell, you don’t need to waste valuable time trying to make a sale with them in particular. This time can be used for more productive and important tasks such as going after potential clients who are likely to become loyal customers.

 

Once contact has been made with a qualified lead it’s important to take note of the information they give you. Listening should be more important than talking in this situation. You should ask the potential buyer every question you can. You should find out what their pain points are and what the most important aspects of the sale are. Be aware of their budget and try and figure out which products would be best for them. This can help you to prepare a strategy for how your product should be displayed in a way that addresses the potential client’s needs. Even if your product does meet the needs of a B2B buyer, there’s always another B2B merchant selling a similar product who is just as available to the buyer as you are. You need to develop a tactic to set yourself apart from the competition. Remain aware of new trends in the B2B market and research what tactic other successful companies are doing. There are many things your business can do to remain ahead of the curve.

 

One thing is to present your products in the best light possible. Having a well versed sales rep explain the benefits of your products to a client is a perfect example of having your content framed in the right way. Your products can be the best out there, but if the features are not properly presented to buyers, they will never perceive them to be something that will benefit them. The same goes for the way the imagery of products are presented on your ecommerce site. High-res product images and detailed product descriptions make all the difference to a client searching for a quality product. You should have a website that provides customers with an optimal B2B experience. You want to make sure that your first impression with a potential client is a good one, and for B2B merchants, that first impression is your website. When a potential buyer enters our site you want to provide them with an optimal user experience, easy navigation, and the functionalities needed for them to browse your products and place orders with ease. Luckily, the Magento platform comes with many built in features to enable you to do this.

 

In the end, just like you want your customers to be loyal to you, it is important that you provide the same loyalty in return. Build relationships based on consistency and loyalty by ensuring that you do not disappoint your clients. If an order is confirmed, make sure that order is received in the way that it was requested. Providing your clients with inconsistent service due to disorganization or anything else is just not acceptable and will not lead to a lasting relationship between yourself and the client. 




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