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4 Expectations of B2B Customers: Can Your B2B Ecommerce Solution Handle Them

Keeping your customers happy and satisfied is the key to running a successful B2B business! Here are the most important expectations of b2b customers! Read and discover whether your B2B ecommerce solution can handle them!

It is so easy to fall into the trap of assuming that an excellent B2C shopping experience will be enough for your B2B customers. It is not that simple, however, we are here to help you out.

We all know that keeping your customers happy and satisfied is the key to running a successful B2B business. In this article, we will share the most important expectations of B2B customers so you can see whether your current B2B ecommerce solution can handle those expectations. If not, it means it is time for a change.

1. Superior Website Search: The B2B customers expect to find everything quickly. With just a few clicks on the mouse, they want to find the products they want to purchase. For most B2B customers, the website search is the first step.

We all know that keeping your customers happy and satisfied is the key to running a successful B2B business. In this article, we will share the most important expectations of B2B customers so you can see whether your current B2B ecommerce solution can handle those expectations. If not, it means it is time for a change.

1. Superior Website Search: The B2B customers expect to find everything quickly. With just a few clicks on the mouse, they want to find the products they want to purchase. For most B2B customers, the website search is the first step.

So, we recommend you to focus on 3 types of search – category search, keyword search, and filtering search. You need to also consider advanced search features, for example, autosuggest. You need to ensure the keyword search includes common terms and phrases such as the industry jargon. The common terms can include the universal product code, any combination of manufacturer part number, model, brand name, description, and etc. Make sure to use the website search analytics to locate the search terms and include a category level or an item.

2. Fast and Simple Buying: You need to understand that B2B buyers are not leisure buyers. They are always buying with purpose. The B2B sellers need to focus on reducing cost by offering a better price and increase efficiency. You need to eliminate the need to search for commonly purchased products. You should offer features such as “Saved Cart” or “Product Groups”. These features will give the customers the option to categorize and save products for the next time they purchase. You need to also offer the option to order from Excel worksheet or CSV file. The bulk-order option allows users to make orders offline and upload them into the shopping cart for a simplified and faster checkout.

3. User-Level Features: You need to remember that the B2B customers are companies and businesses, with hundreds or thousands of purchasers. Having a large number of purchasers in one account requires a B2B ecommerce solution that can be customized to each business. You need to support specialized processes and prices. For example, if you charge different prices, your ecommerce platform must show customer-specific pricing. Usually, an ecommerce solution will pull prices via API to show them online. Take some time to consider the user-specific needs and clearly define the user requirements.

4. Successful Service: The ecommerce businesses use automation which is great but the goal is not to spend less time with the customers but to spend the time with the customers in a better way. You need to make sure the customers understand the level of efficiency from ecommerce and how it allows you to spend more time helping them to improve the business.

By providing a solid customer support, the B2B ecommerce stores can assure their customers they are here for them in a case of trouble. You can also use ecommerce analytics to analyze and study customers’ actions. Your site has valuable information for insights into your operations and sales.

If your current platform can’t handle these expectations, move to another B2B ecommerce platform. We recommend you to try shopify.com/plus/solutions/b2b-ecommerce  one of the best b2b ecommerce solutions on the market.

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