Automation is one of the hot topics in many online areas. The stunning thing about automation is that it’s no longer only true for the B2C market; many B2B companies are implementing these kinds of changes.
This article looks at specific areas in connection with a B2B web store, where automation is essential to improve your conversions.
Automation in B2B CRM
Customer relationship management is one of the most influential parts of the B2B segment. Most of the time, a B2C company can sell its products because of a well-organized marketing campaign. Here, it is not enough. Your buyers want information. They often compare prices and make lists of each seller’s advantages and disadvantages. It is a long process. That is why it is crucial to make a platform where every piece of information can be seen.
However, customer behavior is more predictable here than in the B2C market. They tend to buy products and services as a rational choice, these potential buyers are not as often influenced by emotional choices. That is why automation can be implemented here. You have to track your potential customers at your site, analyze their behavior and rearrange your site to maximize user experience.
Luckily, there are numerous data analytics tools that can track many things: clicks, scrolls, mouse movements, the time spent on each sub-page and more. This analyzed data will help you understand your customers’ thoughts and find your mistakes. Fixing those mistakes won’t just boost your conversion rates, but it will also increase your selling rate numbers.
Create Automated Delivery Notifications
It is important to inform your buyer where their shipments are. It is reassuring when they can check whether everything is going the right way. However, if something is wrong, you can notify them instantly so they may do things to avoid a catastrophe.
Before you implement automated notifications, you must answer some questions to tailor this function to your customers’ needs.
With your customers’ help, decide the channel where you will send notifications. Do your customers use their emails more, or an SMS?
You can also think about the number of notifications you will send. Are your customers a little paranoid? Send them notifications about every change in the process.
Many of these tools also give you permission to personalize these messages. Maybe you can write each customer’s name in the introduction part of your messages, as it generates trust and appreciation.
Using automated notifications not only means that you can minimize frustrated clients, but research showed that more than 70% of the overall customers think that one of the major considerations of buying a product online is being able to track their products.
The more the customers like something, the better your conversion rate will be.
Automated Inventory Management
In the B2B segment, making well-built inventory management is essential. But what exactly is it? It contains your entire inventory journey, from your supplier to your warehouse to your buyer’s hands.
Your potential buyers need to trust you in some specific areas:
- You deliver their products at the right time the exact way how it appears on the contract
- You deliver the exact quantity
- You agree on price
If you spoil something and one of these requirements gets unfulfilled, the business that you violate with your mistake will never buy from you again. And in the B2B market, where there are limited options for who you are selling for, losing one of your customers can be a game-changer for your business.
That is where automated inventory management comes into the picture. In this market, a simple mistake can influence the future of the company. So you better take care.
If human error is always with us, how can we reduce it? It seems an impossible mission.
It does not if we use an automated system, instead of humans.
Automated inventory management can help you find solutions to many issues. You can track and organize your supplies here and also your sales.
If something is gone or will be gone out of stock in your system, these softwares automatically send you messages to warn you. Here, there is no possibility of forgetting anything. These usually provide you with a lot of statistical data, too.
Make Email Marketing Automation
Advertising is essential on B2B sites as well, not just on B2C ones. Moreover, nowadays more and more B2B web shops realize how important this slice of their job really is.
Nowadays, just offering a reasonable price, and an excellent service doesn’t mean that your chosen target groups will sign deals with you.
Here, marketing can be a good final factor. An element that not just helps you to influence more and more potential buyers, but also to distinguish your company from others. Automation can help you here too.
There are many email marketing software, which all help you to create value for your customers. Most of the customers who browse your site don’t want to buy anything there. You have to persuade them.
With these email sequences, you may create a cozy relationship between you and your potential buyers, and you can ensure the visitor buys something from your web store.
However, without automation, you never have enough resources to send these emails at the right time, to the right person. And the lack of emails may lead to a decrease in your conversion rate.
As you can see there are way more possible uses of automation than you have ever thought in the B2B market. Improving in terms of automation not only means implementing chatbots and AI lead customer services.
If these trends will continue I think you would better copy-paste some well-known E-commerce business automation systems. They are way ahead from many B2B businesses in this area, but it is not yet an issue.
But with the better AI softwares, developers have been releasing since everyone started to be interested in this topic, you never know when it will conquer the whole B2B market.
And from that moment, you are one step behind your competitors!