Busting B2B eCommerce Myths
If I sell online my competitors will see my pricing and undercut my price
Price isn't the only factor buyers consider when making a purchase.
Consider other inherent qualities that make your product unique.
- Is your product proprietary or does it have a patented design?
- Do you offer additional services (maintenance, or other) beyond the physical product that differentiates you in the market?
- Is your warranty and product guarantee above and beyond your competitors?
- If your product is manufactured with higher quality materials - can you speak to that and educate the buyer on the value that goes into your product?
The key is to educate your buyers on your website about these unique characteristics that make you, your brand, and your product stand out from the rest. Focus on value, not pricing.
Our customers prefer to talk to a sales rep when they need to make a purchase
What if you could maintain that sales rep relationship with the customer AND implement a solid eCommerce store that would help your sales team sell more?
Instead of training your sales team to be order takers, train your sales team to spend their time handling custom, complex first-time orders from customers.
Then, teach customers to make repeat orders online through the eCommerce store. While still having access to a dedicated account manager when they need it.
How can I sell online without upsetting my distributors?
You can honor the relationship and pricing structure you have with your distributors AND open up your business to sell directly to customers.
- Start simple by just publishing your product catalog online with individual product pages for each product and request for quote capabilities on the product pages
- Take it to the next level by setting up privately published pricing that requires users to login to their account to view pricing
