Starting a B2B online business operation can be extremely daunting. However, it would help if you kept in mind the high rewards you can potentially gain.
According to a Forrester report, e-commerce sales will account for about 17% of the total business-to-business sales in the United States by 2023. Therefore, you cannot undermine the importance of e-commerce.
Since the industry is transforming at such a high pace, it is essential for businesses to develop new strategies for growth and profit. If you want your B2B e-commerce operation to make its mark, you must keep up with the ever-changing business environment.
Let us look at how you can build your B2B e-commerce business and grow in such a dynamic environment.
Building Your B2B E-Commerce Business
Here are a few important points you should keep in mind while setting up your business operations.
Below are some actionable tips to be successful with your email marketing efforts.
1. Determine Your Niche
No matter what you do, it is extremely crucial to select a niche for your business. Being the master of one trade has better prospects than being the jack of all.
Instead of taking on multiple marketplaces, start your B2B business by focusing on just one industry.
Let us look at a few characteristics of an ideal niche
- Pick an industry with room for growth.
- Focus on lucrative niches where people are not brand conscious.
- Look for an industry with a steady growth trend.
2. Offer Value To The Buyers
As a business, you are not creating value unless you solve a problem or cater to a need. If you do not offer any value to the buyers, your business will not be able to survive.
If you wish to analyze the market seriously, ask people what their problems are. Use questionnaires and in-depth surveys to find out what the people really want.
Then, ideate your products and services around the problems. If your offerings provide solutions, you will be able to make your mark.
3. Create A Well-Rounded Website
A clear and detailed website ensures that the buyers are presented with all the information they might need. Develop your website in such a way that it eases the decision-making process for buyers.
An Article from Linkedin found that 35% of buyers felt that the availability of detailed product information plays a significant part in making the final purchase decision.
Product information, FAQs, pricing, contact information, and other important details can seamlessly be integrated into the website.
Growing Your B2B E-Commerce Business
Once you start your business operations, you need to use a variety of strategies to grow and turn into an established brand.
Let us look at some techniques you can use to nurture your B2B e-commerce business.
1. Social Media Marketing
Social media is an excellent medium to connect with potential buyers. Regularly posting relatable content on platforms such as Facebook, Twitter, and Instagram shows that your business understands the needs and wants of the market.
To keep your audience engaged, you can share varied content on these platforms, such as infographics, product demos, industry updates, discounts, or anything fun and light.
Hosting live sessions to communicate with your followers is also a great way to bond with them. Moreover, competitions and giveaways attract a lot of people to your platform.
A good example of a business posting engaging content is Hubspot’s Instagram handle. They share statistics, facts, common marketing struggles, etc.
2. Reviews & Testimonials
When someone invests in your product or services, you have the opportunity to turn the transaction into a long-term relationship.
Building a rapport with your customers not only ensures that they have a good experience but also improves the chances of them recommending or advertising your business.
Showcasing reviews and testimonials is perhaps the best way to build confidence in your offerings. When potential customers read or listen to past clients experiences, they know exactly what they are paying for.
3. Customer Service
We cannot stress enough the importance of top-notch customer services. If you want your clients to be loyal to your business, you need to invest in customer services.
In today’s fast-paced world, you need to offer round-the-clock customer services in order to let your business thrive. Client queries should be resolved in real-time to ensure their satisfaction.
Since customers always look for someone that understands their pain points, live chats are a great way to let your customer know that they are crucial to the enterprise.
4. Email Marketing
Emails are one of the best mediums for B2B e-commerce marketing. If you’re able to create an engaged subscriber base, your chances of increasing sales, average revenue, and overall profits for your online store increase significantly.
Design your email campaigns in such a way that the communication seems personalized. Just because you’re dealing with a business, it doesn’t mean a personal touch won’t work.
One of the most effective ways of getting good responses to emails is by sprinkling them with deals and promotions. A business is more likely to return to your venture if there are any incentives.
Asana’s email campaigns are a great example of how B2B e-commerce businesses can ditch the formal tone while still remaining
The B2B e-commerce industry is booming at a very high pace. However, opportunity and competition go hand in hand. If you aim to exploit this opportunity, you need to set your business apart from the competition. If implemented correctly, these tips can help you establish and grow your business to great heights too.
Robert Duke is a Marketing Manager at Blue Mail Media. With over 10 years of experience across B2B Marketing, Lead Generation, and brand marketing, Duke has helped several SMBs and large-scale organizations to elevate their marketing strategies.