When it comes to selling, B2B(Business-to-Business) companies are just as much at home in the online market as B2C(Business-to-Customer) companies, although they are not the most common in this type of sales channel.
Learn about some of the most common myths that make B2B companies afraid to take the plunge into a virtual presence:
1. Consumers need to know my prices
Cuando se habla de vender, una de las interrogantes más comunes de nuestros clientes es: «¿qué precio tiene?». Creemos que por ser tiendas virtuales debemos brindar acceso total a nuestros clientes de los precios que ofrecemos, pero no debe ser necesariamente así.
B2B shops allow their prices to be hidden from public view, but this does not mean that there are no consumers interested in their products. For your competitors, this may not be favourable as they will always be interested in knowing the price of your products in order to profit from them.
2. My customers would lose interest in my product or service.
We believe that by not providing the public with the necessary information about our products, our customers would lose interest in our products and/or services. We would not necessarily say that our potential customers lost interest, but that their interest was never real. As mentioned in the first myth, B2B will help us to validate the real interest of our consumers, whether they are really interested or not. In fact, B2B will allow us to filter our consumers in order to invest time in our potential customers.
3. The warmth of my relationship with my clients would be at risk.
There are platforms that have invested in adding various communication channels (call, chat, mail, among others) to improve the experience of customers who enter our online shop, and more for B2B companies. These tools have facilitated the warmth in our relationships and improve our customer service. Not having detailed information about our products available to the public does not mean that we cannot provide a personalised and effective service to our customers.
Virtual Shops that have the B2B tool allows them to value the exclusivity of their products and/or services, and have allowed them to provide no more than the necessary information to their competitors, thus adding advantage to their brand and not risking the efficiency of customer service.
The main characteristic of B2B shops for the end customer is that prices and product information are not publicly visible. In order for the end customer (the company, in this case) to have access to this information, they will have to log in with credentials previously assigned by the owner of the B2B portal, and thus have access to general product details, including the prices of the item they are looking for.
One of the greatest advantages of this type of virtual shop for its administrator is the possibility of segmenting the price lists and specific credit agreements that have been granted to each end customer, with the aim of providing personalised attention oriented to meet the particular needs of each organisation.
This finally allows the buyer to securely access a list of products/services with pre-negotiated prices, pre-established credit policies, and place orders online without limitations.
