When trying to sell products and services to B2B buyers, there are several things you can do to make the process as seamless as possible. For example, you can use multiple channels for sales, product data, and referrals across Canada. Buying agents can also be useful for a smoother process. Lastly, make your B2B buying process easy to follow by implementing the above-mentioned processes.
Multiple channels
Many B2B buyers want to interact with their vendors in as many ways as possible, spanning both online and offline channels. While most companies will have multiple channels, omnichannel doesn’t mean that all of your channels should be the same. For example, your buyer persona might spend most of their time online, while your Facebook page will be your best bet for in-person interactions with clients in Canada and elsewhere. You should analyze your buyer’s interactions with your brand, from online research to in-person events, webinars, and social media. The more channels you can offer your prospective customers, the more likely they will be to purchase from you.
Referrals
How can you leverage referrals to streamline your B2B buying process? Here are some tips. First, be clear about the value that you can provide to your buyer. This could be as simple as having a phone conversation with the buyer to review the documentation. Make sure to walk through each step on the call. You can leverage this verbal or written confirmation to get referrals. Secondly, be specific in your requests. Make sure that you provide them with the template that outlines the entire process.
Product data
Today, B2B buyers understand the power of e-commerce and demand a rich online experience that leads them to the right product, making evaluation easy and quick. One key enabler in this process is product data management. To effectively manage product data, you need a B2B solution with a platform that allows you to streamline the buying process from order to shipment. Learn how to apply online buying behavior to your B2B business with CSS Commerce.
Purchasing agents
If you’re looking for an easy way to increase your sales, consider hiring a purchasing agent. This type of sales representative can take your customers through the entire process from beginning to end, from researching the product to negotiating the deal. Using real-time data analytics to forecast future sales and create targeted content is an excellent way to remain competitive while maximizing efficiency. In the past, your B2B purchasing journey meant talking to a sales representative or visiting a storefront. While this may still be necessary for large purchases, small-scale purchases are all about a simplified buying process.
