4 Expectations of Business-to-Business eCommerce Customers

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When business traditions are changing, customers’ expectations are increasing as well. Every customer wants a fast and easy online shopping process. Gone are the days when shoppers used to visit brick-and-mortar stores to shop.

Since everything is digitized now, B2B business is modified as well. Most of the B2B companies have digitized their business by taking it on an eCommerce platform.

Digitizing your B2B business isn’t enough. Distributors and manufacturers know this quite well; the need to sell unique quality products or services through an easy, self-ordering process.

It’s quite often that B2B eCommerce businesses fear not being able to fulfill buyers’ expectations.

B2B shoppers are not people who’re shopping for leisure. These professional buyers are already in contact with big brands and only look forward to working with those companies who offer them an effortless and amazing shopping experience.

If you assume that your B2C marketing strategies will work on your B2B shoppers, then you’re mistaken. They have high expectations, and they never compromise on them.

Now without any further ado, let’s find out what a B2B eCommerce customer expects.

Swift Site Navigation

B2B shoppers are not shopping for leisure. They shop because it’s their job requirement, which signifies that they’re always in a hurry and need quick solutions. When they visit a B2B eCommerce Store, they expect to find the required product immediately.

To this task easier and trouble-free for them we can suggest you take care of a few things,

First things first, focus on types of searching and check if your store offers them or not. It would be best if you allowed them to search for products or services through keywords, faceted search, or category search.

Swift Site Navigation

It will make shopping experience rapid. If you integrate these three types of searching options on your B2B eCommerce Store, your B2B shoppers will find your eCommerce store very convenient to shop from.

You can also use advanced search tools like auto-suggest to speed up their shopping process.

Ensure to use common industry jargon keywords. Use common terms or include any combination word. It could be a universal product code, product description, product model, brand name, etc.

Before including any keyword, we suggest using site-search analytics to find search terms before including any item or product category.

Fast and easy ordering and checkout process

Unlike B2C shoppers, B2B buyers don’t have enough time to check out every store. They focus on purchasing products from manufacturers who offer them a better price and good quality ones.

They’re always looking for those B2B eCommerce stores that make their shopping journey fast and simple.

For this purpose, we suggest you eliminate the need to search for frequently purchased products. Instead, offer advanced features like “saved cart” and “product groups.”

These unique shopping features will allow users to save and categorize products for the next time when they come back to the shop.

Also, provide them the opportunity to order from an Excel worksheet or a CSV file. Bulk-order features allow customers to build order lists offline and copy-paste them or upload them into their shopping cart for swift checkout.

The B2B purchasing process is quite complex if compared to B2C. You must offer content that can be easily accessed and shared. You can also provide some additional content like manuals, user guides, tutorial videos, industry-related content like documents on user safety, and best practices.

Provide enough information to save your buyer’s precious time.

Personalized Shopping Experience

Personalized Shopping Experience

Always remember B2B buyers are business owners or part of such businesses who regularly provide products to hundreds of thousands of customers. For that purpose, it is necessary to have an eCommerce platform customized and personalized to each user and business.

Add customer-specific pricing for different customers if you’re offering different pricing to different customers. Take some time to map out your customer-specific needs and also define customer requirements in detail.

You can also give an extra hand of help by offering cart and budget approval capabilities. When customers get this much control, they add more users, increasing your sales Conversion Rates.

You can customize a specific product list so companies can easily purchase only those products which they need.

Mobile-responsive eCommerce Website

Mobile-responsive eCommerce Website

Over 42% of B2B buyers use mobile devices to purchase products during shopping. Even many still use laptops or desktops to search and buy products, but you still need to facilitate those mobile B2B buyers.

You must provide a seamless mobile shopping experience for them. These are those tech-savvy customers who want everything at a lightning-fast speed.

Keeping that in mind, we suggest you design your eCommerce website that must be mobile-responsive so you won’t miss out on those sales.

Final Thoughts

Since the market is expanding, customers’ expectations, especially B2B buyers, are increasing at a rapid pace.

To stay ahead in the competition, we recommend you carefully evaluate your B2customers’ needs and requirements and provide them a seamless shopping experience.

4 Expectations of Business-to-Business eCommerce Customers

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