The b2b segment has great potential for growth and is open to the entry of technology startups. These companies have advantages to enter the market because they optimize costs and automate business processes.
Tips to reach the b2b customers
Before you start, you must have already done market segmentation and focused on the needs of target companies. In addition, you have identified the competitive advantages of your products or services and made an effort to create a unique selling proposition for your potential customers. Now you should choose a set of actions to gain an advantage when entering the b2b-market. Start by developing eCommerce: that will be an innovative approach to business process optimization and implementation of best practices.
E-commerce is a hot trend for wholesale companies. Give your customers the opportunity to find you in the webspace. Start working at a b2b trading platform to favorably present your goods and streamline relationships with customers on the b2b market. Participate in electronic bidding, and join popular marketplaces in addition to your own platform to reach the b2b customers.
Don’t use your staff for routine work. Automation in b2b will quickly have a payback due to savings on operating costs and a huge reduction of human errors. Your employees can focus on building strong relationships with prospective customers and developing lines of business that require creativity.
Focus on the quality of the content, its value to your customers and personalization to reach the b2b customers. Product specifications and descriptions in the catalog, website posts, email newsletters – any text should contain useful information for your customers. Offer them marketing materials, manuals, tell them about tips and new features, the launch of new products, and new promotions. The PIM service allows you to keep all your content in one place, with the ability to upload product descriptions via YML, XLS, CSV, and link to other platforms via API.
Personal relationships are important. Business in b2b is traditionally built on confidence with partners and clients, personal acquaintance is of great importance here. So the first steps and further work to reach the b2b customers should include active networking. The best way is to do this at thematic conferences, seminars, and training.
The next step is to create a network of interested people around the company and its services who might become partners or customers. Share useful information, help to solve problems, analyze their needs and approach to product selection, and occasionally tell them how your product could be useful for them.
Develop strong relationships with first customers, and encourage them to recommend your product on the b2b market and become ambassadors for your brand. Motivate them to share their experience, tips, and success stories within the community. Collect this information and use it to prepare promotional materials. Find popular opinion leaders, get them interested in your product, motivate them to try it, and talk about it.
So, the main key to answering the question “How to reach the b2b customers” is automation to facilitate all the steps on the way. Engage the experts to implement this option. Leading e-commerce platform developers will help with ready-made subscription solutions. Such a solution has a number of advantages. These are short implementation time, optimal functionality that can be expanded when necessary, and affordable costs. With such a solution, you will be able to focus entirely on sales. You can solve the task of developing an eCommerce site with the international company AGORA. More information is available there.