YOUNGSTOWN, Ohio – Behavioral experts say it’s natural to resist change.
This may explain why, to my wife’s dismay, I sleep in the same worn-out jersey that bears the name of my high school football team.
“We were undefeated,” I remind him.
“Wow,” she replies. “I bet Taylor Swift would dump Travis Kelce if she knew.”
Basic options
For most businesses, a basic choice they have to make is how and where they sell their services. This usually comes down to in person or online. Companies selling B2B products such as steel, construction projects, or industrial services often operate under the belief that “nothing happens” (no sale is made) until there is a face-to-face meeting or at least voice contact with the potential customer
If there was anything “good” about the Covid pandemic, it was that companies learned to use online tools like Zoom and Teams to conduct meetings. This was a game changer for many companies. It makes you wonder, if you can meet online, why can’t you buy and sell online?
After the pandemic, all kinds of businesses started selling online. Even professionals like doctors, mental health therapists and others found success moving online.
What about B2B?
According to CommerceTools.com, an estimated 60% of leading B2B companies had limited or no e-commerce capabilities at the start of the pandemic. Two years later, the picture is reversed: in early 2021, 53% of B2B companies across all industry sectors offered e-commerce capabilities, rising to 65% in February 2022.
The market is ready. Eighty-six percent of B2B decision makers prefer to use self-service tools to reorder instead of speaking with a sales representative. Thirty-five percent of B2B buyers are willing to spend $500,000 or more in a single transaction through remote or online sales channels.
The key advantage of selling online is the ability to reach a wide customer base. This global reach expands your potential customer base exponentially.
But online competition can be fierce. Standing out from the crowd and attracting customers requires effective marketing strategies, excellent customer service and an innovative product offering.
Building a strong online presence through social media, search engine optimization and online advertising are crucial to succeeding in the online marketplace. This may require a dedicated team or third-party service to manage the effort.
To grow, you have to accept change. If you have a B2B product or service, you should consider selling online.
Do I accept change in my business? Yes. Do I accept change in my personal life? Yes, but not when it comes to my team jersey.
George Farris is CEO of Farris Marketing.
Copyright 2023 The Business Journal, Youngstown, Ohio.
[ad_2]
Source link
