A website is the first place buyers go when looking for a supplier. Just like a regular retail consumer, they have a lot of options, and they’ll be looking to quickly filter out options that seem less desirable. Not having any website at all means you’re not an option to begin with, but having a poorly designed website or a website lacking in vital information can push you to the bottom of a B2B buyer’s list.
Whether you’re closing a sale or looking for leads, your website becomes a vital tool for your sales staff. Everything a prospective customer needs should be right there on your website, ready to supplement product pitches, answer questions, and provide success stories. Here are a few more of the ways a website built for B2B is your sales team’s best friend.
With a website specifically tailored to B2B needs, you can quickly and easily load your entire inventory and make it available to whomever you like. Your customers will always know what’s in stock, and they will be able to place orders online. Furthermore, prospective customers will know what you have on offer, and your sales team will all share a single point of reference. Having your inventory on your website also frees up your sales team to focus on concerns other than addressing questions about inventory.
Whenever you add new products or update prices and availability, your website can automatically notify salespeople. They’ll always have the latest, most up-to-date information to share with your customers. And customers should also receive this information directly in the form of automatic email alerts. You’ll have a reason to reach out to customers, and they’ll have a reason to come to your website.
The pandemic moved a lot of traditionally in-person interactions and transactions online. Surprisingly (or perhaps not), many B2B buyers and sellers came to prefer buying and selling virtually through online forms. A McKinsey & Company survey found that 74% of American B2B decision makers prefer digital self-service, and only 20% want to return to the pre-pandemic norm of in-person sales.
A B2B website will not only make sales easier and more convenient. It also facilitates other sorts of virtual interactions, such as product pitches. Even when it’s safe to travel again, companies are looking for ways to save money on travel expenses. With fuel costs on the rise, car rental prices dropping but still higher than pre-pandemic levels, and air travel more expensive than ever, virtual sales meetings are an option.
Your website is a vital tool for building brand awareness. But once potential customers know who you are, your website must also serve to support your sales team in both closing sales and nurturing existing relationships. A website with clear and easy inventory management tools makes ordering online effortless for your customers and your salespeople alike.