Key Takeaways
- Corporate buyers actively look for reliable ecommerce suppliers, but they typically engage only when approached with direct, personalized messaging that meets their specific business needs.
- Many ecommerce sites cater only to individual consumers without even realizing it. This results in fewer corporate buyers approaching them for bulk orders.
- Implementing B2B lead generation strategies helps brands build consistent revenue by reaching and nurturing high-value leads.
- When ecommerce stores combine website optimization, targeted outreach, trust-building content, and structured follow-up, they increase their chances of securing corporate bulk orders.
The growth of ecommerce stores depends largely on attracting buyers, but attracting them is no easy feat.
If you want to scale your revenue quickly, you need to work on securing more corporate orders. Corporate buyers like HR departments, procurement teams, and event managers place bulk orders, which can help boost sales and revenue. However, to attract such buyers, you need to implement the right B2B lead generation strategies.
How Corporate Buyers are Different
Everyday shoppers typically place small orders. At times, they don’t even check reviews, as most online stores offer a 7-14-day return policy, and they know they can easily place a return request if the product isn’t to their liking.
However, when it comes to corporate buyers, they have different expectations. They require clear documentation, flexible payment options, and reliable buyers with whom they can partner in the long run. Let’s understand how B2B lead generation can improve your prospects of being chosen and help you secure corporate bulk orders.
Optimize Your Ecommerce Website
One of the main reasons why ecommerce stores face difficulty in capturing corporate leads is that their website isn’t easy to navigate for corporate buyers. When an HR manager visits your website and doesn’t see the page or button for bulk purchasing/corporate orders, they simply go to a competitor’s website to place the order.
Having a “corporate orders” section on your website is important as it shows your ability to handle large orders. You should also include the usual turnaround times and bulk pricing options, so that businesses can get all the necessary details. By structuring your website better and optimizing it for search engines, you can rank better and attract more buyers.
Use Multichannel Outreach
Depending completely on organic traffic to secure deals can result in low sales. Effective B2B lead generation requires proactive multichannel outreach. Email outreach can help you introduce your brand, offer tailored product bundles, and start a conversation with the procurement teams.
Through LinkedIn, you can reach the company’s decision makers, have in-depth conversations, and build long-term business relationships. With cold calling, you can create immediate rapport, shorten the sales cycle, and build trust. Following a mix of these strategies can help you attract qualified corporate buyers who are ready to purchase.
Build Trust with Testimonials & Case Studies
Corporate buyers typically look for ecommerce stores that are trusted by other companies. By ordering from a store that other companies have bought from, potential buyers know that the store has prepared bulk orders previously and is capable of handling them. You can add client testimonials, case studies, and even short success stories to improve conversion rates.
These are vital details that can ease the worries of potential buyers and help them gain confidence in your products and services. You can even add data from credible external sources in your website content to signal authority.
Create a Smooth Ordering Experience
When a corporate buyer shows interest in your products, how you communicate and handle the follow-up process determines whether you’ll be able to secure the deal or not. Buyers expect quick responses, clear steps, flexible payment options, and transparent timelines.
This is why it’s best to give the responsibility of handling all communication to a dedicated account manager so you can offer the customer a smoother experience. When you offer a pleasant customer experience, the chances of them ordering from you again increase considerably, and your partnership also strengthens.
Conclusion
To implement an advanced B2B lead generation strategy, you need to first thoroughly analyze your website and identify gaps and places where it’s lacking. Check if your site has a clear button or page for business purchasing, and if it doesn’t, then you should create it. The next step is to make a targeted outreach list of companies that align with your product categories.
Once you have names on the list, you can use email, LinkedIn, and other outreach methods to communicate and show how your products can solve their business needs. Creating a structured follow-up process can make strategy implementation smoother.
If you are finding it difficult to implement a lead generation strategy, contact a dependable company like DemandZEN. Their team can create advanced lead generation and B2B sales strategies, which can help you secure more bulk orders and boost business growth.
Frequently Asked Questions
Do B2B buyers shop the same way as regular consumers?
No, B2B buyers don’t buy products in the same way as regular consumers. While placing orders, they look for detailed quotes, clear pricing, compliance information, delivery guarantees, and dependable supplier communication to ensure that the purchase aligns with their internal processes and standards.
What channels work best when reaching corporate buyers?
When reaching corporate buyers, it’s best to go for a multichannel approach. Use various communication channels, including email, LinkedIn, cold calling, and targeted content marketing, to attract them.
How can ecommerce brands build trust with corporate buyers?
To build trust with corporate buyers, ecommerce brands should add testimonials, case studies, and maintain clear product documentation. This can increase trust and position them as a reliable brand in the industry.
Is B2B lead generation difficult to scale?
No, B2B lead generation isn’t necessarily difficult to scale. As long as you implement the right strategy, follow a multichannel approach, and maintain consistent outreach and nurturing efforts, you can get a consistent flow of high-quality leads.
Do I need a different website or portal for corporate orders?
No, a different website isn’t necessarily needed. You can create a separate “Corporate Orders” page or add a “request a quote form” on the website. Once you start getting a lot of corporate orders, you can consider building a separate portal for them.
Can small ecommerce brands compete for B2B contracts?
Yes, in fact, many companies prefer working with smaller ecommerce brands that offer flexibility, faster turnaround times, and personalized service. You don’t need to be a large ecommerce brand to secure B2B contracts.
