The pandemic and its consequences will haunt us for several more years. It has made significant changes to the e-commerce market, which is, therefore, constantly being modified. Due to restrictions on offline purchases, online sales have skyrocketed and are projected to grow another 18,7% by 2028.
B2B Ecommerce Trends
B2B e-commerce companies are forced to constantly implement new strategies to remain competitive and meet the expectations of their target audience. Today we will talk about the main trends of 2022.
Top 10 B2B Ecommerce Trends
1. Formation of proposals for existing customers
Constant engagement with existing customers is the gold standard of any strategy. It’s easier for loyal customers to explain the value of cooperation, even if you are just about to move to B2B e-commerce. You will be able to offer them something new, look for partners among them, develop and scale the business.
2. Systems Integration
As more and more B2B companies use multiple sales channels at once, an e-commerce integration system has become relevant. Today, there are many solutions to this. They increase efficiency and reduce the cost of implementing multiple programs from one or more vendors at once. When all internal business systems are connected to e-commerce platforms, you get a coherent mechanism that is easy to manage and set up.
3. Renting instead of selling
In some areas of business, it is becoming popular to rent out equipment instead of selling it outright. The trend has just begun to gain momentum, but in the near future, it will be introduced everywhere. The rental price includes consultation, management, and maintenance. This is convenient for buyers and sellers, as the former are not obligated to install equipment and do not immediately spend a large budget, while the latter can earn much more in the long run.
4. Artificial intelligence and machine learning
A special place in e-commerce is occupied by machine learning and artificial intelligence (AI). They independently collect analytical data, monitor, and predict the purchasing behavior of users. In addition, they manage to perform routine tasks without the involvement of human resources and simplify the work with complex processes. Integrating machine learning into ERP and CRM systems will make it easier to work with cross-selling.
5. Personalization
Customers are becoming more demanding every day in the process of purchasing goods. Using personalization will increase their loyalty and increase the number of repeat customers. In B2B, it can be focused on the organization itself or the end-user.
To fully switch to personalized content, AI and machine learning should be introduced.
6. Mobile adaptation
It is important to give customers the ability to search for orders, manage and track them from any device convenient for them. Adapt your website and application for mobile devices. They should not differ from the main ones, it is enough to adjust them and integrate them with the functions of smartphones and tablets.
The only negative is the high cost of maintenance. With the advent of Progressive Web Apps (PWAs), this problem has been solved. They are easy to update and maintain and are available on any mobile device.
7. Self-service
After the pandemic, many people got used to doing without sellers and looking for the necessary goods on their own, which has become a trend. Buyers want to see an intuitive interface, the most detailed and understandable content, as well as the fast speed of the service. From selection to completion of the purchase, users prefer to go without the participation of a sales representative. The same goes for reorders and returns. The main task of the brand is to properly collect data about the client and provide them with what they need without intermediaries.
8. AR, VR, and voice search
The use of augmented and virtual reality is ideal for demonstrating the capabilities of the equipment and the rules for interacting with them. The brand can prepare instructions in the form of a presentation that will appeal to demanding customers.
Voice search combined with artificial intelligence will streamline sales processes. Technologies will uniquely offer and make information
9. Leveraging B2C experience
B2B shoppers are very selective in choosing a brand before making a purchase. The statistics, unchanged since 2012, say that, on average, users perform 12 search queries before making a selection. Users who make bulk purchases or purchase services for a business go through a process similar to purchasing goods for themselves. Therefore, it is worth using the B2C system in the B2B sphere. For example, to organize a convenient user interface of the site so that the clients can quickly find what they are looking for.
10. Order optimization
Adding software to the work that will speed up the process of receiving and fulfilling orders will attract buyers. The latter wants to see optimized systems that spend a minimum of time. Today, the software is available that is adapted to any sales platform. They adopt not only the ordering process but help the business to simplify the supply chain and simplify inventory management.
Conclusion
B2B e-commerce has increased the pace of growth in all business sectors. This has led to new opportunities. Today we reviewed the TOP 10 trends that will be relevant in the coming years. Use them to promote your business, improve customer experience and simplify workflows.
Author BIO:
Alyse Falk is a freelance writer with experience in digital marketing, technologies, content marketing, marketing trends, and branding strategies. Alyse also writes for several reputable sites where she shares her hints for creating content. You can reach out to her on [email protected] with your offers and suggestions.” Also, here is my LinkedIn profile: https://www.linkedin.com/in/alyse-falk.
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