Owning a business may be difficult, and all business owners confront obstacles they must overcome in order to succeed in their field.
It’s crucial to understand the B2B ecommerce problems you may face, whether you own a brick-and-mortar store and want to dabble in online sales or you’re ready to dive completely into e-commerce.
What are the key B2B ecommerce challenges faced by businesses today?
1. Maintaining customer relationships with B2B e-commerce
In the digital age, one of the most difficult aspects of B2B e-commerce is preserving and cultivating customer relationships.
Even if the competition’s business terms were more attractive, 84 percent of B2B buyers would choose to buy from a supplier with whom they had a good connection, according to our latest B2B Buyer survey.
B2B clients have a substantially higher lifetime value than B2C customers, making good customer connections even more important.
Providing a great customer experience is the key to building solid relationships with your consumers online.
This means providing a quick, easy-to-use B2B ecommerce shop that gives your customers reliable, clear, and accurate information when and where they need it.
Helping your customers adapt to digitally executing the B2B purchase process is another problem when considering the intricacy of the B2B buying process.
Ecommerce stores now account for more than half of all B2B orders (up from 32 percent in 2021).
So, how can businesses help their clients place orders online? Educating your sales teams is one of the most effective ways to accomplish this.
When your sales people understand how your ecommerce store works, they can effortlessly lead customers through the digital process while also collecting critical customer feedback.
Related Reading: Contextual Commerce – The Future in Digital-Centric Ecommerce
2. Finding the right market and competitor analysis
Ecommerce enterprises may face greater competition than traditional retailers. Consumers can usually compare a company’s items to all other online offerings worldwide, rather than just those retailers or products offered in a local town or region.
A key problem of B2B ecommerce is keeping your company on your clients’ radar. As a result, it’s critical for online retailers to identify the suitable market and understand the players in that industry.
B2B ecommerce sellers can better understand their market and how other sellers approach it by conducting thorough competitor analysis.
You must do a thorough competitor study in order to develop a successful ecommerce marketing plan:
– Investigating the products and services offered by competitors
– Examining price points of competitors
– Studying competitor marketing techniques, such as where and how they advertise, is essential.
– Identifying the promos, discounts, and benefits offered by competitors
It’s easy to determine your market and how you can stand out when you become an expert on your competitors’ businesses and products.
Related Reading: Digital Marketplace – Examples, Benefits, Strategies & Trends
3. Choosing the right technology
The correct technology is critical to your success, whether you use an ecommerce wholesale business model or sell products directly to consumers.
Ecommerce software that is integrated maintains your inventory and guarantees that your customers have a positive experience with your business.
As your company and online sales expand, so will the technologies you’ll need to keep up. Consider how simply and cost-effectively your selected tech stack can interface with your future tech needs to ensure you’ll have capacity to scale (for example integrating with ecommerce optimized CRM software).
Consider how the software aids in the order process when selecting technology for your online B2B firm.
Advanced technology can assist you in avoiding online order problems, lowering your return rate and keeping your consumers pleased.
To keep track of orders and record client information, you’ll need an easy-to-use customer interface.
This information can be utilized to determine how much inventory you’ll need in the future and to stay in touch with customers.
Related Reading: Shoppable Media – What is it and how it leverages social commerce
4. Data and cybersecurity
Another B2B ecommerce problem is adequate data and security safeguards within your online firm.
Customers’ names, contact information, transaction history, and payment methods must all be saved for your ecommerce firm to properly serve them.
Consumers put their trust in your firm to responsibly collect, store, and use their data. Maintaining this level of trust necessitates putting cybersecurity precautions in place on your ecommerce site.
To guarantee that you have the right procedures in place, you must take the following steps:
– Teach your employees about data security.
– Make sure you and your workers are familiar with all applicable federal and state consumer data privacy laws.
– Create a data-storage approach that is both robust and secure.
– Maintain and update your software on a regular basis.
– Passwords on systems should be changed on a regular basis.
– Prepare a contingency plan for cyber-attacks and data breaches.
B2B ecommerce businesses face a unique challenge because most brick-and-mortar stores don’t have to worry about data storage and protection. Keeping an eye out for unusual activity and training your personnel on how to recognize potential dangers can help protect your data.
Related Reading: Ecommerce Analytics: Leveraging Data To Unlock Online Sales
5. Marketing, visibility and lead conversion
Retailers should focus their marketing efforts on eye-catching signs or involvement in community events. You’ll confront a range of marketing obstacles as an ecommerce business.
The focus of your marketing strategy should be on increasing internet presence and converting leads to customers.
Determine your target market and adapt your marketing messaging to them to develop an effective marketing strategy.
– Keep track of your leads and divide them into categories.
– Maintain constant contact with your email subscribers.
– Create a consistent brand voice that you can use across all channels, including social media, your website, and others.
As an online business, you have a variety of digital marketing options that can help you raise brand awareness. Use these possibilities to raise your profile and convert leads into sales.
Related Reading: Ecommerce Testing? Whats, Whys and How To Optimize For Sales
6. Meeting the demands of a complex B2B buying process
B2B purchasing is a completely different ballgame than B2C purchasing. B2B enterprises face more difficult challenges than B2C shops when it comes to going online because they have longer buying processes, more decision makers, customer-specific terms, broad product ranges, bulk orders, and other industry complexity to consider.
Manufacturers and distributors must satisfy all of these demands within their ecommerce store in order to match customers’ expectations, while also providing customers with the personalized, smart, and easy-to-use purchasing experience they expect from B2C ecommerce businesses.
A significant component of achieving ecommerce success is having an ecommerce platform that prioritizes the consumer and caters to the B2B setting.
7. Pricing and shipping
While B2B ecommerce companies do not have to pay rent for a retail space, they must factor in inventory and transportation costs.
One of the most difficult aspects of running a B2B ecommerce firm is determining product price.
You want to be competitive while simultaneously making a profit. Consider the following factors when evaluating product pricing and shipping costs:
– Costs of product production
– You’re paying for inventory storage.
– Shipping costs and parameters that you can afford to offer
– On average, how many product returns do you get?
– Customized pricing for each customer (something to consider for loyal customers or regular large orders)
There’s a tight line to walk between giving competitive pricing and making a profit. You may need to modify pricing on a regular basis to fulfill client expectations while still earning a profit.
Related Reading: Ecommerce Testing? Whats, Whys and How To Optimize For Sales
8. Return and refund policies
Shoppers on the internet are often skeptical of retailers who have cumbersome return or refund policies. Consumers may be hesitant to order if ecommerce enterprises do not offer returns or refunds.
Increased sales require a straightforward return and refund policy. It’s critical to consider the following factors when creating your policy:
– Make a return or refund policy that is simple to read and doesn’t include a lot of exceptions.
– Make a decision on how you’ll handle the cost of return postage.
– Allow for returns of things that are broken, incorrect, or inoperable.
– Make sure your return policy doesn’t detract too much from your earnings.
9. Increasing sales and long-term growth
Implementing these tactics could help you generate revenue and build a huge consumer base.
Maintaining long-term growth, on the other hand, is critical for your company’s survival and can be one of the most difficult aspects of B2B ecommerce. To keep your business lucrative, you should:
– Analyze your inventory costs and cut where you can
– Attempt to reduce shipping costs whenever possible
– Look into order returns and try to minimize the financial impact
– Read through customer reviews and make improvements when necessary
– Ensure your software and website remains up-to-date
Make sure all business interactions foster stronger customer relationships. In the ecommerce sector, you face a unique set of challenges that threaten the success of your business.
By confronting these obstacles with strategies that set you apart from competitors, you’ll see an increase in sales and exposure. Need help with your B2B ecommerce strategies? Let’s talk!