Online sales in the B2B sector are constantly evolving and represent a fast-growing market. According to a recent study by Forrester Research, online B2B sales are expected to reach $1.8 trillion by 2023 in the USA alone! This figure is highly significant, as it shows the growing importance of online sales for B2B companies.
Online sales offer undeniable advantages, such as increased reach, reduced costs, and automated sales processes. In this article, we'll share with you some practical tips for selling effectively online.
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Table of Contents
- 1. Understanding B2B sales
- 2. Create a professional website
- 3. Use social media to sell online
- 4. Use online sales platforms
- 5. Provide an exceptional customer experience
- 6. Promote your business online for free
- 7. Find the best products to sell online
1. Understanding B2B sales
B2B sales can often be complex and necessitate multiple stakeholders and a long-term relationship between companies. A study by Demand Gen Report revealed that 79% of B2B buyers consider it essential to have a personalized experience that takes into account their specific situation. This statistic underlines the importance of understanding your customers' needs and preferences in order to sell effectively online. By offering a personalized experience, you can better meet your customers' needs and build a relationship of trust with them.
2. Create a professional website
Your website is your online window display and should be professional and easy to navigate.
To understand the importance of a professional website for B2B sales, let's take a concrete example. Imagine you're the marketing manager for a medical supplies company specializing in diagnostic equipment. You've recently launched an innovative new product and want to reach a wider audience to boost your sales. If your website isn't professional, potential customers may get the wrong first impression of your company, which could deter them from doing business with you. For example, if your website is difficult to navigate, if the images are of poor quality, or if product information is incomplete or hard to find, customers may turn to other, more professional suppliers.
On the other hand, if you create a professional, easy-to-navigate website, potential customers will be more likely to take an interest in your company and feel comfortable doing business with you. A professional website can reinforce your company's credibility and show customers that you're serious about your business approach. This can encourage them to place orders and become loyal long-term customers.
For the medical supplies company, their professional website could feature high-quality photos of their diagnostic equipment, detailed product descriptions, testimonials from satisfied customers, and information on warranties and return policies. It could also include a live chat or messaging function that enables customers to ask questions or request additional information.
In short, a professional website can make a big difference in the way customers perceive your company, which can influence their purchasing decisions.
3. Use social media to sell online
Social media has become an essential tool for B2B companies looking to sell online. Social media helps to increase the visibility of your company and your products and to attract new customers.
According to a LinkedIn survey, 94% of B2B buyers use social media to find suppliers. It is therefore essential to create a solid presence on social media by regularly publishing relevant content and interacting with your subscribers and prospects. You can share case studies, testimonials from satisfied customers, photos and videos of your products or company, and even organize online events to engage your audience. By taking a strategic approach to social media, you can increase your online visibility, build customer trust, and ultimately boost sales for your B2B business.
4. Use online sales platforms
There are many online sales platforms for B2B companies. According to a study by B2BecNews, Alibaba, Amazon Business and ThomasNet are the top three online sales platforms for B2B companies. This study shows the importance of choosing a platform that best suits your business and your target audience to increase sales.
However, in addition to the online sales platforms mentioned, there are also marketplaces specialized in specific sectors and industries, such as those offered by VirtualExpo Group. These marketplaces offer B2B companies the opportunity to present their products to a specific target audience, which can increase the chances of finding qualified buyers. For a company specializing in medical equipment, VirtualExpo Group's MedicalExpo marketplace is a more relevant online sales platform than the major traditional marketplaces.
It's important to choose the right online sales platform for your business, based on your industry and target audience.
5. Provide an exceptional customer experience
B2B customers have higher expectations of the customer experience than B2C customers. They are looking to work with reliable, competent suppliers who can respond quickly to their inquiries and deliver products quickly. To meet these expectations, it's important to offer excellent customer service by providing fast, personalized responses to their queries. Fast, reliable shipping is also essential to satisfying your customers' needs and building a relationship of trust with them. By offering an exceptional customer experience, you can retain existing customers and attract new ones, helping to increase sales and growth for your B2B business.
6. Promote your business online for free
There are many ways to promote your business online for free. According to a HubSpot study, companies that regularly publish blog posts have 55% more visitors to their websites. This shows the importance of creating quality content to attract customers and increase sales. Online forums, YouTube videos, and social media are also excellent ways of promoting your business online for free.
7. Find the best products to sell online
To increase your online sales, you need to offer the best products to your target audience. While certain product categories, such as office supplies, industrial products, and safety equipment, are popular in the B2B world, this can vary depending on your industry.
To find out which products are most in demand by your target audience, it's important to conduct in-depth research into current market trends, the products most popular with your potential customers, and the specific needs of your industry. By identifying the products most in demand and offering them on your website and other online sales channels, you can increase sales for your B2B company.
Selling online to professionals requires a different approach to selling to consumers. It's important to understand B2B sales, create a professional website, leverage social media to promote your business, use online sales platforms, offer an exceptional customer experience, and identify the best products to sell online. By following these tips, you'll give yourself the best chance of effectively selling your products to professionals online and growing your B2B business.
