Published on January 12, 2014 Growing your B2B online shop – dos and donts
Importance of trust for B2B online sellers
- Show that you are trusted by other businesses, through recommendations by other retailers and testimonials. Showing logos of your main stockists is one way to encourage other retailers to sign up to distribute your products.
- Make your terms and conditions for signing-up clear and up-front. Retailers do appreciate honest, up-front communication from suppliers and if a supplier makes it difficult for their trade customers to know what they are signing up for, then they may be less willing to make an enquiry about selling your products.
- Show your site is secure. If you are using a PCI-compliant hosted e-commerce solution like Ozcart, then you would be able to publish a page on your website about the security of orders to give your customers peace of mind. Business customers will be even more privacy and security conscious than retail customers, as the livelihood of their business can be at risk if their privacy or security is breached. You might want to publish logos of your SSL encryption provider so that business customers know that their data is encrypted at checkout.
What are some B2B dos and don’ts for selling online?
Communicate, communicate, communicate
Have multiple sites? Do make your brand and position clear
- Using headings appropriate to the products you sell throughout your website
- Writing appropriate product descriptions to capture all of the relevant information for your products – remember your retailers will often use your descriptions to describe the products to their own customers, so the more you can help them the better they will sell your products (and come back for more)
- Having high quality photographs for physical products
- Including trust signals to indicate quantity
- Not duplicating content