How to attract buyers to a web shop? In the last few years, this question has been the focus of many B2B companies. So, two years ago, Sapio Reasearch (an American agency for research of B2B market and its buyers) has conducted a survey on the topic of B2B digital transformation.
More than 300 B2B companies have given their thoughts on the digital transformation of business. Results have shown that already then, more than 75% of companies included in the survey have planned to implement the possibility of online shopping. Their buyers simply expected them to do it.
A few years ago, B2B ecommerce companies have faced the challenge of how to “switch” their clients to an online market. It seems like today, they face some different problems.
Namely, the same agency conducted a new research this year on the topic of the B2B buying process, which gave interesting results. Yes, B2B buyers want more online channels for buying and they are willing to buy more in B2B ecommerce. But, because of previous bad experiences with online shopping, they are simply forced to look for help “offline”.
Before we get deeper into analysing and finding a solution to this problem, we need to remind ourselves of why do B2B buyers buy in ecommerce at all.
Conducted research has shown that there are three main reasons for it:
- The simplicity of online shopping (72%)
- Easy searching through online catalogues (52%)
- Inventory overview and information on the accurate delivery time (42%)
Simply put, your B2B buyers want benefits and all these questions are simply and efficiently dealt with by the integrated B2B ecommerce. OK, you have decided to use all the advantages of such a system, but you have concerns on how to present your clients with this new system and all its advantages that guarantee a unique shopping experience. These seven advices will help you.