The B2B e-commerce market is growing exponentially. Sales are increasing for both traditional companies and Direct-to-Consumer Brands (DTC) that have started to develop a wholesale business to get a piece of that big sweet pie.
This phenomenon concerns eCommerce stores that sell:
inexpensive products
in small quantities
for business purposes only.
Generally, the best practices of B2C sites apply to B2B stores as well. However, if you do not meet the three points listed above, namely, selling your products at a high price, in large volumes, and selling to both B2C and B2B customers, then the situation changes.
Contents of the article
B2B Commerce Online: 2 Key Distinctions of B2B Buyers
1. More complex sales cycle
2. Niche targeting
The Impact of the Changing B2B E-Commerce Landscape
3 Key Solutions for Perfect UX in B2B
1. Tell about your product — and yourself
2. Make navigation and search on the site intuitive and comprehensive
3. Offer users a special portal or landing page
How to measure the success of implemented changes in the pre-sale period
Conclusion
B2B Commerce Online: 2 Key Distinctions of B2B Buyers
What works for the average consumer may not always be iceland phone number data effective for a business. The latter is characterized by two key features that influence marketing strategy and website design: a more complex sales cycle
and niche targeting.
1. More complex sales cycle
Business-to-business sales cycles can last for months, sometimes more than a year, making some B2C marketing tactics less applicable. For example, an eCommerce site in a B2C environment might use scarcity to create a sense of urgency and encourage impulse purchases.
In the example below, Russian clothing brand Sorry, I'm Not uses the principle of scarcity to create the feeling that the trousers are in high demand and may not be available later: