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Beat eCommerce giants with effective sales promotions

Sat, Feb 29, 2020

Online shopping has taken the world by storm. These days you wouldn’t think twice about ordering a new phone and having it delivered to your doorstep overnight. In 2019, eCommerce sales amounted to $3.5 trillion USD worldwide and is expected to double within the next three years. With such a fast-growing market, it’s a smart move to master your eCommerce strategies to grow your business.

So, what can your business do to compete against the eCommerce giants?

Utilising B2B eCommerce provides retailers the opportunity to place wholesale orders online 24/7, giving them instant access to your products from anywhere in the world with just a click of a button.

This can have significant implications for your organisation as the wholesaler-retailer relationship quickly evolves from what used to be occasional visits to a more consistent, comprehensive communication model.

With B2B eCommerce, a new world of marketing tactics and sales promotion opportunities becomes available for your brand. As B2B eCommerce gains more momentum you should strike while the iron is hot and run sales promotions that can immediately convert to orders. 

How to beat Amazon & other eCommerce giants with effective B2B eCommerce sales promotions: 

  • Previously, you may have been running sales promotions that needed a lot of hype weeks before a sales rep visited a business. Now, you can send mass email sales promotions to your retailers and link them directly to your site, enabling them to immediately redeem the promotion. It’s a seamless experience for retailers and is one of the most impactful B2B eCommerce sales promotion tactics because you instantly capitalise.

  • Increase order sizes for new products via mix and match promotions where buying 12 of one enables your customer to receive a better price on a new product or selection of new products. Update the prices and highlight the differences in real time as they update quantities.

  • Move the customer experience from the phone to being under their control. Combine instant pricing with visualisation tools such as CPQ solutions that allow your customer to build a bundle and visualise the combined set as prices instantly take into account mix and match and other volume or sales related promotions.

  • Create self-service pricing by making any and all upcharges and discounts available for the customer to select by accepting slower delivery or combining deliveries with weekly services for a better price.

4 ways to deliver fast, seamless B2B sales promotions and an excellent buying experience: 

1. Live Customer-Specific Pricing:

With a centralised pricing engine you can manage multiple accounts and create a personalised experience for your buyers. You can also price to any sales channel, platform or device such as eCommerce, ERP, POS.

2. Best in Class Mobile Experience:

Make it effortless for your customers and sales reps to research and submit orders on the fly from anywhere at any time on any device.

3. Real-Time Stock Levels:

Let the system do the heavy lifting. Seamless integration with your CRM or ERP eliminates manual workarounds, time spent on admin tasks and speeds up the order processing times. No more over-selling and under-delivering.

4. Provide Real-Time Order Feedback: 
  • Instant quote creations, contact forms and live chats make it painless for your buyers to easily get the answers they are looking for. Empower your sales reps to get more involved by enabling them to order on behalf of your customers.
  • Distributors can work even closer with their suppliers to plan discounts including incentives like supplier support in order to affect the frontline price while still knowing their margin.
Take on the eCommerce giants and watch your sales increase with these top tips. In this article, you’ve learned the key advantages of bringing your B2B business online.

Keen to learn more? Read up on the ‘The Art of the Sales Promotion – Are you doing it wrong?

the-art-of-the-sales-promotion-blog

 

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