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HOW B2B WEBSITES HELP TO INCREASE SALES IN MODERN WORLD

HOW B2B WEBSITES HELP TO INCREASE SALES IN MODERN WORLD

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Home Page > Business > International Business > HOW B2B WEBSITES HELP TO INCREASE SALES IN MODERN WORLD

HOW B2B WEBSITES HELP TO INCREASE SALES IN MODERN WORLD

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Posted: Dec 30, 2009 |Comments: 0
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Business-to-Business (B2B) is a great trading concept that involves all Internet-based solutions that facilitate and accommodate building new business relationships between companies worldwide. B2B could be interchanged with Ecommerce, e-market, or e-business.

B2B serves as the venue for all manufacturers, wholesalers, distributors, and retailers to convene all year long less of the hazards of travel and less of the expensive costs of traditional ways to make business. Through B2B portals, companies can exchange communications, information, and transactions as well as perform regular business processes like purchase orders, invoices, and payment.

Here are the advantages of getting online and participating in the B2B marketplace:

* Marketing done through the B2B sites are purely made via the Internet. This entails zero costs on printing, distribution, and postage since all promotions are done online. The best thing about this is that there is an efficient way to keep track of things via a software application that can measure the success rates automatically.
* Business becomes simpler to do. You spend lesser time traveling to and fro just to find good business partners.
* There is an interactive database of importers and exporters that you can tap into. You have access to the information and readily establish contact or communication if you wish to.
* B2B sites employ forums, which are a great source of raw information. Inputs from these forums can be used to develop marketing programs as well as new products.
* Traders also get to exchange information and experiences. Every trader can learn something new everyday from other traders in other parts of the world. Having access to such vital information makes for a strong foundation where market knowledge is concerned. This stock knowledge that continuously piles up can help traders know their markets more so that they can decrease the risks and dangers in case they decide to enter new markets.
* B2B significantly decreases operational costs for all trader members. This would result to more productivity and more profit.
* Transactions are completed much faster from inquiry to order to invoicing to payment to delivery.
* B2B portals connect markets that are physically separated by geographical borders and time zones.
* Every business, regardless of size can attempt to succeed.
* The continuous advancement in technology would only provide more opportunities for those who are already harnessing the benefits of doing online business through the B2B portals.

There is a new world where everyone is pretty much accessible. This world, which was made possible by the Internet, has so much to offer to those who recognize the potentials. It is not enough though, that one realizes the opportunities. He should do something to take advantage of these opportunities so that he can grow too.

Through the small yet humongous B2B marketplace, every business can find a good place to plant its roots. Through the many benefits of using the B2B strategy, those who planted will soon see their businesses grow and produce significantly as long as they carefully launch their own techniques and never miss out on the opportunities.

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The Ten Day Challenge – how to increase your sales in just 10 days

Who is Elliot Hayes and why should you listen to him?

For many of my clients, I’ve mainly been known as the “time management guy” or the “email management guy”. Having helped over three thousand people combine the principles of time management with technology, I’ve helped clients achieve some excellent results.

But alongside that, I would now and then work with a client on helping their sales skills.

My journey in sales – the really short version – began when I was reading a biography about Richard Branson and decided that business could actually be fun. I then asked myself, “What’s the most valuable skill I could work on right now?”

My answer was selling.

So I hit the road and quickly found a job at Optus. That quickly lead to managing a retail Optus World franchise and at one stage being ranked the number one salesperson in Optus across Australia.

Then I got pretty full of myself and joined a company selling business to business. I went from the psychology of retail (where customers come to you) to having to create it all from scratch in b2b.

I’d like to tell you the magic continued as I soared to the top again, but I bombed.

About a year later, I quit without much success. I’m sure I tried to blame the product, the company, but the fact was: my skills – and more importantly my mindset – weren’t up to the task.

That lead me on a path of studying everything I could get my hands on to learn how to sell in any situation.

Bit by bit, I improved, until one day it just clicked. And selling business to business (or in any medium) became a fun, very successful ride rather then a painful, soul destroying struggle.

The ins and outs of my journey are for another time. The point is, I’ve studied pretty much every sales method, sales trainer and sales tactic you can think of. And I’m here to tell you that most of it is seriously flawed in a couple of major ways.

For starters, most of it is based on ‘old school’ techniques. This was pioneered by a few key gurus who came to own the sales training space.

Even if you haven’t had any training, the chances are extremely high your actions or methods have been influenced by these old school tactics. This “sales stuff” is everywhere for us to see.

It’s in the car salesman you visited the last time you bought a car.

It’s in the real estate agent the last time you bought or sold (or even rented) a house.

It’s in the annoying phone calls you get at home right before you start dinner.

Right there I’ve covered three major clichés of sales. Generally, these sales people are good people trying to make a living. But their method is one of volume. It’s based on the probability that if you ask enough people then someone, somewhere will eventually say yes.

There is one big problem with all of this. Every time there is a survey of, “Who do you trust?” salespeople always, always, always rank at the bottom.

What does that tell you?

Anything with a whiff of “salesperson” engenders suspicion and mistrust. Does that sound like an easy situation to work in?

Now you might be thinking that your situation is different. You don’t sell that way. You’re not a pushy person who manipulates people. Well, that’s great. But you’re missing the point. These sales clichés have created an awareness and barrier within people (most likely including you when you’re a customer) that is very hard to penetrate. And very sensitive.

That means your intentions can mean very little, because as soon as you activate the “I’m trying to sell to you” buttons in the customer’s mind then the barriers shoot up and you find yourself in no man’s land.

No man’s land is the place where you keep ringing the “hot prospect” only to find they never answer your calls. They don’t reply to your emails. They seemed so interested and now they’ve gone cold.

Sorry, they were just trying to be nice to you. Most people aren’t rude. They don’t want to say to your face that they don’t trust a single word that comes out of your mouth. They just smile politely and wait for you to leave. They just didn’t feel comfortable…and there’s certainly no loyalty.

It’s entirely acceptable to lie to salespeople because the respect factor just isn’t there.

Another challenge is the way we communicate is changing rapidly.

There’s another problem – it’s called connectivity. The internet, the mobile phone, the blackberry. As a society we are so connected now. As part of the information age, customers are getting more and more educated. They can hop onto the internet and get enough information to become a “self appointed expert”.

They can also very quickly get the low down on different suppliers. Who is reasonable, who is reputable, who looks after their customers and who doesn’t. It’s very hard to hide the truth on the internet.

Just ask the actor Alec Baldwin. In a fit of rage amidst a custody battle (and anyone who has been through that will attest to how stressful it is), he leaves an angry voicemail message on his daughter’s phone.

With the flick of a button, the whole world now knows about that. You can hear the message on You Tube.

It’s just as easy to buy something on ebay as it is to go to the shops. A prospective client can hop on the internet and become a self appointed expert before they even speak to you.

Do you think this connectivity isn’t going to affect the way we sell?

You bet it is. As we move forward, it will be expected of sales people to add more value, to bring more benefit to the lives of their clients. Just “peddling product” won’t cut it.

You’re going to have to be more innovative in the way you prospect, sell, deliver, up sell, cross sell, promote – the whole gamut.

The number one way to begin improving your skills on your journey of selling is…stop trying to be a salesperson.

Let’s take the flip side of my “Trust” example before. Who do you think rated highest on the trust surveys?

That’s right. Doctors, teachers – people who are supposedly experts in their field.

Does that give you a clue?

Stop trying to be a sales person and start trying to be an expert in your industry. Salespeople always get beaten down on price. Experts don’t get questioned on their high fees.

But if I left you there, I would have given you a small piece of the puzzle and on its own that’s a little dangerous.

How a dole bludger became a millionaire.

Let me tell you a brief, powerful story of one of my mentors – we’ll call him Paul (sorry, but he probably doesn’t want me giving out his real name). Paul was a longtime friend of mine and at one stage he’d was the top insurance salesperson in Australia.

He then moved on to other various business ventures, and everything he tried seemed to have the midas touch.

But in the beginning it wasn’t like that. In the beginning he was broke and receiving unemployment benefits. One day he went to a job interview next door to his house just to qualify for his welfare payments. The job was for a salesperson at a used car yard. The recruiter took one look at him and said,” You don’t want this job, do you.”

Paul replied, “Nope.”

The recruiter smiled, “Right – you’re hired.”

Well, Paul couldn’t believe it. His income was going from a week to 0 a week. That was a pretty good increase for him at the time. He was to report the next day for the start of two weeks sales training.

Now, this is the strange part. The recruiter must have had a good eye for talent. But his training method was certainly unorthodox. Paul, along with one other new recruit, was to spend his two weeks of training doing one thing and one thing only: read a book.

After reading this book for two weeks, Paul and the other recruit began their sales job. Within a very short space of time, they both became top salesmen in the company.

When I first heard that story, you can probably guess my first question – what book did they read??

The book was “The Laws of Success” by Napoleon Hill.

It’s a two volume book that talks about the right traits, characteristics and attitude you need to succeed. Simply by studying this book, Paul shot to the top in his company.

But there was one lesson above all the others that stood out to Paul and gave him the edge in sales that he was looking for.

It’s the principle of giving.

Stop trying to focus on selling your product, and start to trying to add value to your clients’ lives. Think of all the ways – paid and unpaid – you can add value to them and give them what they want.

Your clients want to feel like they’re just a commodity, or a sales target. They want to feel valued. Important. Appreciated.

I recently heard a certain marketing guru talk about how he used the law of giving to manipulate his clients into feeling guilty enough to give something back (i.e. their cash for his product).

To me, this is missing the point. And if that’s your approach you will be very quickly detected and ejected by your clients. Have you noticed how clients are getting smarter and more educated? They’re not dummies.

You have to sincerely try to add value to their lives with what you do.

You could say it’s the principle of generosity.

If you properly understand and apply just this one principle, your sales will sky rocket. But don’t do what most people do. Read something for the first time, reflect on it for five seconds then fool yourself into thinking you understand it.

There’s a big difference between intellectually understanding

Question:

How to increase sales of heavy stone furniture?

We manufacture stone stools, tables, etc, mainly use in gradens but small portion of stone statues can be used indoors like artistic displays. We have showroom retailing, warehouse sales and website sales, is there any chance to diversify our channels (what kind of channels) and to increase our sales?

Best answer:

Answer by sweetpea
Personally, I see the major disadvantage as the cost of shipping. You may be limited to local avenues. I think I would look into resin look-alikes before I purchased a piece of stone furniture.

Know better? Leave your own answer in the comments!

Sales Outsourcing: Increase Sales and Lower Customer Acquisition Costs

Once a matter of choice now outsourced sales team is a necessity and a widely followed business strategy across the globe. To understand the concept, we must learn about Sales Outsourcing.

What is Sales Outsourcing?

Sales outsourcing is subcontracting of the sale processes and activities of a company to an independent third-party company. It entails reassignment or transfer of the complete sales administration and/or routine execution of all sales business functions to an external service provider under a contractual agreement.

Emergence of Sales Outsourcing

Even few years ago outsourced sales team or outsourced telesales was an innovation. Nowadays, it has become a trend that has a significant percent annual growth rate. Recent survey of the market demonstrates that outsourcing (or supplementing) a sales force with the right business associate can enhance sales while being cost effective.

Advocacy to outsource sales department is reasonable. In spite of everything, it is a comparatively stress-free way for companies to shed less important yet critical sales responsibilities to an outsourced sales company and to focus on core competencies. After all, more focus will amount better quality product or service.

Besides, companies don’t always have access to cost-effective resources to capture unique opportunities in the market. These outsourced sales companies have specialized sales network comprising of outsourced sales team and outsourced telesales. When this sales network hits the ground running, it is the clients’ best they put forward in a courteous and professional manner. And make sure increased sales and lower customer acquisition costs for the client.

Benefits of Sales Outsourcing

- Lessen sales costs or expenses

- Accomplish promotional and advertising agenda (email marketing, telemarketing, telesales, telecalling, cold calling) with a minor expenditure

- Access to experienced, specially trained and highly qualified manpower

- Have a competent Sales Leadership

- Get better market exposure

- Can expand into newer territories

- Can experiment with new products

- Experimentation with new sales or marketing strategies

- Accomplish control over the sales and marketing process.

To carry out all these in-house would call for dedicated and expert workforce that adds to the expenditure of the company in a major way. This is where an outsourced sales company should be engaged. Outsourced sales firms ensure responsibility concerning all sales fallout and behaviors, while representing the brand of the client.

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