Love B2B eCommerce
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Introduction
B2B eCommerce is no longer a niche channel - according to Sellers Commerce, it’s a $32.11 trillion global market (2025) that’s projected to hit $36.16 trillion by 2026. This presents a huge opportunity for brands and retailers, but it also means the competition is fierce.
If you’re wondering how to get B2B customers for your eCommerce store, it’s not enough to rely on traditional sales tactics. You need a modern approach that attracts B2B buyers - one that meets your buyers where they are, speaks to their needs, and delivers real value from the first touchpoint.
And the experience you deliver really matters. In fact, 87% of B2B buyers say they’re willing to pay more to work with suppliers who offer a better, more seamless journey.
If you're looking to improve the experience for existing customers, check out this article!
But if you’re looking to grow your customer base, this guide breaks down how to get B2B customers using 9 proven acquisition strategies - no jargon, just practical tactics you can start using today.
Trade Shows
Wondering how to get B2B customers to engage with your brand? Meet them where they are - literally! Trade shows are a goldmine for B2B networking. They don't just put your brand in the spotlight; they're also a fantastic stage to flaunt your products. Best of all? You get to chat directly with potential customers, building trust and getting real-time feedback. It's all about genuine, face-to-face connections.
Cold-Calling
Cold-calling might sound archaic in this digital age, but its efficacy can't be ignored. The approach can be both over the phone and in person. For instance, sending product samples to prospective buyers and following up with a phone call after a few days can be impactful. This not only demonstrates the quality of your product but also signifies your proactive approach and commitment to building a partnership.
LinkedIn Advertising
With LinkedIn being the go-to platform for professionals, targeting ads towards the right people can help you win corporate contracts. By creating compelling content that highlights the benefits of your products for corporate needs and targeting it at decision-makers, you're directly reaching out to those who have the power to ink deals!
Partnering Events
Collaborating with prominent distributors to host events can really help increase your brand's reach. These events, which often attract a niche audience, are how to get B2B customers interested in your business in real life. They can be an excellent opportunity for product launches, demonstrations, or interactive sessions that highlight the value proposition of your products.
Tender Submissions
Responding to tenders is a more formalised way of seeking business. By regularly scanning for relevant tenders and crafting well-researched, compelling proposals, you're placing your brand on the radar of big-ticket clients who value systematic processes.
Hiring a New Business Manager
Bringing on board a New Business Manager can be a real game-changer. Picture someone with their eyes set firmly on landing those big contracts and mingling with the industry's decision makers. They're there to chase the big opportunities and craft strong bonds in the business world!
Targeting Specific Competitors
Stuck on how to get B2B customers buying from you instead of similar, competitor brands? Understanding your competitors' strengths and weaknesses is crucial. By targeting specific competitors, you can tailor your strategies to appeal to their customer base. This might involve offering better pricing, superior quality, or enhanced customer service.
Networking Events
It's often the case that larger customers emerge from trade shows or industry-specific networking events. Being a regular participant or even a sponsor at such events can put you right in the thick of things, ensuring you don't miss out on these golden opportunities.
Word of Mouth
Over the years, word of mouth has proven its worth. Encourage your satisfied B2B clients to spread the word. Referral programmes or incentives for word-of-mouth marketing can be implemented. A recommendation from a trusted source carries immense weight and can lead to acquiring new business.
Conclusion
How to get B2B customers thinking about your brand - and buying from it - is a common challenge for eCommerce businesses.
Growing your B2B customer base isn't just about adopting a single strategy but integrating multiple tactics for a holistic approach. Each tactic has its own strengths, and when used in tandem, they can work wonders.
By staying proactive, understanding the needs of your potential clients, and consistently delivering value, you'll not only grow your customer base but also cement your brand's reputation in the B2B ecosystem.
Discover even more content geared towards scaling your business in our Love B2B eCommerce hub! Explore case studies, handy guides, industry-leading insights, and book a bespoke consultation with our B2B experts.