B2B Online Marketing: 4 Essential Reasons to Sell Online

It’s indisputable that B2B business is traditionally an offline industry. For years, business was mainly conducted via call centers or field sales. However, as the age of the Internet advances, B2B business is changing as well. While the B2B world is just now starting to catch on to the online sales strategy that most B2C companies adopted years ago, more and more B2B companies are an increasing number of important reasons to bring their business online. Want to know more about why B2B companies should sell via eCommerce? Check out these 4 essential reasons to sell online explain why B2B companies should turn their focus from phone calls and field sales to marketing and selling online.

IT’S WHERE PEOPLE GO FOR INFORMATION.

Today, B2B buyers, like nearly all people, have one main source of information – the Internet. Search engines like Google have replaced things like the Yellow Pages, phone books, and even (in some cases) word of-mouth. Thus, when a company needs to make a B2B purchase, the person making that purchase will most likely turn to one place to help find a place to make it – a search engine. In order to be discovered by potential new customers, it is essential that your website can be easily found in search engine results. If a new potential customer goes to the web and can’t find your website, they most likely won’t do business with you.

IT’S CONVENIENT.

Let’s face it. Particularly in today’s digital age, people want the quickest and most efficient way to get things done – and, undoubtedly, the Internet offers the quickest and most convenient way to purchase goods (especially since people can make purchases while multi-tasking!) Thus, having an eCommerce site is an excellent way to appeal to the busy executive who wants to buy something quickly and on his own time, without having to depend on a meeting or scheduled phone call with a salesperson. Additionally, more and more professionals are eschewing the typical work day at a desk for working remotely. This means that having an eCommerce site allows businesses to make purchases from any location and not just from the office.

IT BRINGS IN MORE MONEY.

According to a report by Forrester, representatives from 60% of B2B businesses that sell online agree that the more channels available to a customer, the more money he or she will spend. This means that a customer who both buys directly from your company’s salespeople and via an online eCommerce site will ultimately increase the lifetime value of each customer.

IT IS MORE EFFICIENT FOR YOU.

Selling on an eCommerce site allows you to automate much of the sales process for B2B transactions. By having more of the process automated, you increase your company’s efficiency. Of course, important customers, large orders, or specialized tasks should be left to be handled directly by employees on your company’s sales team. However, automating online sales processes eliminates the need for your employees to spend time handling small orders or gathering and recording less important data. Ultimately, B2B companies that sell online have a lower cost for each sale, ultimately optimizing their business’ efficiency.