Simply having a website for your B2B company is not enough to drive sales. If your website is just sitting online collecting dust, attracting little to no business, it’s time for a change. But what exactly does it take to turn your marketing website into a powerful sales tool?
In this post, we’ll share five actionable tips and strategies to help you improve the customer experience and drive more sales to your website.
1. Treat your website as a sales channel, not a marketing channel
As the demand for B2B ecommerce continues to rise, it’s crucial to prioritize the customer experience on your company website. Enabling self-service options, such as online purchasing, allows customers to easily learn about and purchase products or services without having to contact a salesperson.
This not only improves the customer experience, but also saves your company time and resources. By clearly indicating that customers can buy from your website, you make it easy for them to convert into customers.
2. Give customers all the information they need
Providing customers with all the necessary information about your products and services—including what happens after they click the “purchase” button—is crucial for building trust and increasing sales. This is especially important for service companies, as the process of buying a service is often less straightforward than buying a physical product.
By clearly communicating the features and benefits of your services, you can reduce the number of questions buyers have to ask salespeople, and increase your overall sales efficiency. And by communicating your buying process, you give buyers a clear understanding of how things work and what to expect each step of the way.
3. Give enough buying alternatives
Not everyone wants to talk with sales, but that doesn’t mean you should completely remove that option. It’s important to give customers a variety of ways to learn about and purchase your products or services.
By providing multiple options, you cater to your customers’ different needs and preferences, and increase the chances of them converting into paying customers.
4. Capture product-qualified leads
In some cases, direct purchasing from your website might not be possible. But you can still allow potential customers to configure their desired solution or product online by sharing their contact information. Prospects can then request a quote, or you can remarket to them.
These leads are considered “product-qualified” and are more likely to convert into paying customers than leads who simply visit your website without doing anything.
5. Showcase customer success
Customers are more likely to trust you and buy from your company if they can see real-life examples of how other companies have been successful with your products or services.
By showcasing reference cases, customer testimonials, and customer logos, you build trust and credibility with potential customers.
Ready to turn your website into a powerful sales channel? Join the waiting list for HeadQ—the easy-to-use platform tailored to how you sell.