Time to Move Your Sales Process Online
Forrester Research recently predicted that B2B e-commerce in the US will grow from $1.1 trillion in 2020 to $1.8 trillion by 2023. It’s time for your business-to-business company to move your sales process online. Here are some things to consider as you start.
Online Now Preferred
Consumers were already making the shift to digital purchasing for both personal and business needs, and COVID-19 accelerated the trend. Recent research has found 75% of sellers and buyers now prefer remote selling, even after the lockdowns ended. E-commerce is the new access.
Your online selling is only as good as the technology you use. On the client facing side, your technology needs to be easy to use for users with all levels of experience and connection. Everything needs to be easy to use.
Your technology also needs to serve your business team. Orders need to be easy to receive and process. Your team needs the right information to work with.
Set the Right Expectations
Selling online does not shortcut the buying journey. Customers will not likely find you online and immediately make a purchase. Keep this in mind as you set up your ecommerce.
Your B2B prospects probably don’t want to talk to you until they’ve spent ample time researching your products, services, company, brand and reputation. Make sure your online content caters to these initial needs.
Research has shown that about 70% of B2B buyers conduct online research before purchasing. Most say online content plays a significant role in their decision to make a purchase.
And, a growing number of buyers are comfortable with – often preferring – to make purchases online. Make sure the process is quick and easy when they are ready!
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