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11 Effective B2B E-commerce Strategies to Increase Your Sales

Learn how to build your brand’s exposure and improve sales by leveraging these B2B eCommerce strategies.

B2B E-commerce strategies to improve sales

The world of B2B e-commerce is more complex than selling products to your online customers. When it comes to B2B marketing, finding a new client, and retaining an old one has bigger stakes. That’s because it mostly relies on inbound sales.

That's why you have to ensure that you are leveraging these 11 effective B2B e-commerce strategies to get your brand the most exposure and boost your sales:

1. Write Compelling but Visual Product Description

Product descriptions are vital. In fact, it was reported by Salesforce that 59% of B2B customers do online research themselves. They search for more objective information instead of reading promotional content.

So to boost your B2B sales, create a product description that's compelling enough, which will answer the most common challenges of your target audience.

When building your content, you need to focus on the unique needs and concerns of your clients. You can also do the Amazon effect, where you incorporate product reviews into your B2B e-commerce platform.

Furthermore, you can also implement the upsell and cross-sell function in your B2B e-commerce strategies.

2. Invest in SEO

In data by Search Engine Land, 57.4% of B2B marketers think of SEO as integral in generating leads. Moreover, 62% of B2B buyers conduct a web search before they come up with a purchasing decision.

Also, the majority of these searches start with terms that are non-branded and generic. Thus, you need to step up and make relevant content, as well as the most common words that your audience is looking for.

If your company is not in the top results of the search, then chances are, your prospects are likely in the hands of your competitor.

If you have not tried your hand in SEO yet, you can start with the basics of technical SEO, which includes optimizing your website speed, interlinking patterns, and using a site map.

QUICK TIP: Utilize a platform Link-able to hire professional authors and SEOs who can help you build targeted backlinks for SEO and PR.

3. Make Use of Social Media

One of the most underrated B2B marketing tools out there is social media, especially when it comes to boosting e-commerce sales.

It's useful for most B2C businesses. And if used the right way, it can be beneficial for any e-commerce business.

The platform that you're using is equally as important as well. While B2B marketing is rarely effective on platforms like Pinterest and Instagram, it's highly successful in targeting various professionals and industries on LinkedIn.

It's also effective for B2B to be marketed on Twitter and Facebook. Use clever automation techniques to get maximum results.

4. Provide Excellent UX and Appealing UI

Great user experience and user interface are the most critical factors when it comes to the success of your B2B marketing strategy.

If you have a platform that is confusing and hard to navigate, then it is less likely that your potential clients will take the time to learn more about your businesses and products that you provide.

Your inbound lead generation strategies will also be hurt, and you could lose out on prospective customers.

So, know what kind of user persona you're dealing with, as well as their pain points and needs. Take into consideration what kind of problems they're facing as well. Provide an excellent UI and UX that's deeply seated on the customer's problems, persona, and needs.

5. Set Up Bulk Ordering Options

Not all B2B e-commerce brands are selling expensive items. That's why you also have to be aware of how much customers wanted to buy and how they want to purchase it.

Let's say; a company is selling a thousand pounds of rubber gloves in a single purchase. The buyer who wanted these items might want a thousand of these rubber gloves to distribute in operation facilities, stores, and other establishments.

Knowing what customers want from these bulk orders will help you create products that they'll easily buy in a single click, rather than letting them order ten boxes of gloves ten times

6. Offer a Starter Pack for New Customers

In the same way that consumers want to view your product on trade shows, clients would also want to test your products in their workplace to get a feel of it.

If ever you're selling items in bulk, make sure that you also provide single options on your website. Furthermore, you can send customers free samples if you can't provide them with small batches of your products.

The end goal here is to allow your customers to use your products and decrease the risk of them making a huge bulk purchase that went poorly.

7. Simplify the Transaction Process

The buyer wants the payment process to be fast and quick. When the B2B buyer is at the purchase screen and about to make a payment, then they are sure to make a transaction with you.

When worse comes to worst, a complex payment system will lead to an abandoned cart. That's why there is a need to simplify the entire payment process.

So keep your payment form short. Ask for essential information only. You can ask for the rest of the details through the payment screen, personal info, or shipping details form.

Moreover, to make the payment process easy, you can utilize a payment getaway that supports the most common type of payment method. For international purchases, you can make use of Paypal and Stripe.

8. Prioritize On-Time and Expedited Delivery

You also need to focus on the shipping part of your funnel.

Most B2B clients need to know when they could get their goods. Therefore, in e-commerce fulfillment, you must provide them with a date that's both accurate and reliable.

Mind you; some are even willing to pay more for expedited shipping.

9. Search for B2B Websites and E-commerce Marketplaces

Once you have a B2B website that is fully optimized and running well, then it is high time that you expand to other territories online as well. To be able to maximize your efforts, focus on industry pages and other wholesale distributors.

For most B2B sellers, online marketplaces are excellent because they give quick access to a broad, new audience.

Here’s a list (in no particular order) of the top online B2B marketplaces:

  • eWorldTrade – This is one of the quickest growing B2B portals and services in the world.
  • Amazon Business – A B2B portal tailored for Professional Sellers to reach prospects on Amazon.
  • DHGate – An online marketplace that caters to customer products with about 1.2 million sellers and 10 million buyers.
  • Joor – One of the biggest wholesale marketplace for fashion with about 1500 brands and 155,000 retailers.
  • FGM Vendors – An online wholesale marketplace that runs like an online tradeshow.

10. Add More Customer Reviews

Without a doubt, customer reviews are the most important factors that influence any key decision on an e-commerce site.

This is especially true in the B2B e-commerce industry because other businesses will feel more assured knowing that they come across other companies that are a bit similar to their use of your products and services.

Furthermore, reviews are a strong indicator that you're offering products that enable companies to succeed.

However, not all of the reviews that you generally have to be positive. An honest review could still reflect positively on your business.

11. Try to be Proactive

The B2B world can be a bit daunting because businesses tend to be idiosyncratic than your average customers.

That's precisely why you need to track your most successful processes and create B2B upsells based on the tools that you think could provide your clients with excellent results.

Also, your approach with B2B clients should be showing that you understand their pain points. This could be as simple as reducing the shipping costs of the products that are more fragile or maintaining the quality of bigger wholesale orders.

Show them that you care about their business, and they will be more willing to listen.

Final Thoughts

Creating B2B e-commerce strategies is not easy. You have to stick to your execution and be patient enough with the outcomes.

Once you know what works well for your business, all your efforts will eventually pay off with a greater return on investment.

About the author


  • Jake Rheude
  • Jake Rheude is the Director of Marketing at Red Stag Fulfillment, an e-commerce fulfillment warehouse that was born out of e-commerce. He has years of experience in e-commerce and business development. In his free time, Jake enjoys reading about business and sharing his own experience with others.

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