Best practices to increase the performance of your B2B e-commerce

For several years now, digital has been transforming the B2B e-commerce industry. For companies, this means rethinking the purchasing process, the strategies adopted and the processes implemented. However, it also offers opportunities. In this e-book, Agência Dn’D, specialized in consulting, design, development and support for commercial websites, reveals ten best practices to be adopted in your online store to improve your e-commerce B2B performance.

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Implement an effective content marketing strategy

Regardless of the sector in which they operate, the main objective of e-commerce companies remains the same: to make sales and ensure a good return on investment (ROI). To achieve this, it may be wise to implement a content marketing strategy. Concretely, this involves creating textual or visual content aimed at multiple channels. They allow you to position yourself as a leader in a market, but not only. They are also useful for providing information about your products and services to your potential customers. This is a natural way to turn them into leads.

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Today, many brands rely on articles, images and videos to develop their business. This is demonstrated in particular by the report on the impact of B2B content marketing conducted by the Content Marketing Institute, MarketingProfs and ON24 in 2021. It reveals that 77% of B2B marketers have a content marketing strategy in their organization. One reason for this dynamic is the proven success of content marketing efforts. By downloading this white paper, you will receive valuable advice on how to configure them.

Combine your e-commerce platform with a CRM solution

In B2B, companies face several challenges. Among them, a more complex purchase journey than in B2C, the multiplicity of decision makers when selling a product or even a restricted target audience. So many elements that a CRM can help answer. It has several advantages, starting with contact management.

The tool provides a well-organized database containing all the contacts that have occurred with prospects and customers. All this information can be accessed quickly from a centralized dashboard. This feature is essential to carry out the sales process. This is particularly the case with B2B commerce, where closing a sale sometimes requires contacting the same customer multiple times, at different stages of the buying journey.

To discover the advantages of a CRM to qualify leads, customize the buyer’s journey and align your marketing and sales teams, be sure to download this e-book.

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Offer free delivery

Free shipping is a powerful marketing tool for an e-commerce brand, especially when it can reduce cart abandonment. A 2018 study by the American company Pitney Bowes Global eCommerce indicates that 91% of consumers will leave an e-commerce site if fast and free shipping of ordered products is not offered.

Therefore, it is essential to be interested in the different free delivery options. In particular, you need to be interested in how this affects your profit margins. As agency Dn’D explains in this whitepaper, while the free shipping option can help increase revenue, the cost of covering shipping costs for each sale is not always beneficial.

However, there are alternatives. For example, you can offer free delivery when a certain amount is spent on your website. There are other possibilities, all of which allow you to boost your commercial performance. To discover them, just download the ebook.

Introduce quote generation and online trading

For many B2B companies, quoting is a central part of the lead generation process. However, this is a time-consuming task as you need to create a document for each potential customer. This can quickly become more complex when you want to process a large number of leads on a daily basis. To facilitate the process, it is essential to opt for a simple and detailed budget generation method, which makes it possible to meet the specific needs of each client.

That’s where automation comes in. In the case of creating quotes, you can program parameters based on the information provided by your prospects to tailor your proposals to their specific needs and automate the entire process. That way, potential customers get the quote faster and have a seamless experience. In turn, the company saves considerable time. Each team can then focus on their core business and the growth of the organization.

Picking up this white paper, you will find that there is also quote management software that pulls all available data on products, prices, shipments, and customers. This is particularly practical for making a personalized proposal, based on pre-defined rules.

Six other best practices are revealed through this ebook. To discover them all and accelerate the development of your B2B e-commerce activity, download the Dn’D agency white paper now!

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