A “problematic” B2B ecommerce order; client cancels the purchase moments before paying
A buyer visits your B2B web shop, finds products he/she is searching for, puts them in the web shop cart and then cancels the purchase just before paying. Sounds familiar? You are probably heartbroken when you think of all potential purchases that ended up like this and the profit that slipped through your fingers.
You can find comfort in the fact that you are not the only one this has happened to. It’s actually quite the opposite. Data shows that almost 80% of potential ecommerce purchases ends “infamously” like this. So, four out of five purchases will result in this ecommerce “limbo”, instead of bringing you profit. You think there is absolutely nothing you can do to change it?
Of course, you will never be able to completely get rid of such “half orders”, but the good thing is that there is a way to significantly decrease their number. How? By optimizing the buying process!
B2B ecommerce buyers want a simple catalogue overview and fast, efficient and personalized buying. Then give them exactly that! An integrated B2B ecommerce system enables the client tracking offers, clear details of all created orders, detailed information on prices and updated calculations of various tax rates, downloading catalogues and printing necessary documents; at any time, wherever they may be.
When a buyer gets all this information, his B2B ecommerce order has no unknowns and unexpected costs, which are precisely reasons why buyers often cancel orders in the last moment.
Also, an integrated B2B ecommerce offers detailed analytics of buyer movement in the B2B web shop, which will enable you to recognize any shortcomings before it becomes a problem that would cause them to cancel the order.