7 Tips to Attract B2B Buyers with Expert Export Management

B2B buyers are looking for reliable, trustworthy and professional suppliers who can meet their needs and expectations. If you want to attract more B2B buyers and grow your export business, you need to have a solid export management strategy that showcases your expertise and value proposition. In this article, we will share with you 7 tips to improve your export management and attract more B2B buyers.

As a Rexcer.com seller, you get more than just a storefront on a Global Marketplace.

You get an end-to-end platform of wholesale services that helps you grow your business and provide your customers with a

service.

Here’s how to get started

1. Know your target market and buyer persona.

Before you start marketing your products or services to potential buyers, you need to have a clear understanding of who they are, what they want, what their pain points are, and how you can solve them. You can use market research, customer feedback, industry reports, and online tools to create a detailed buyer persona that guides your export strategy.

2. Create a compelling value proposition.

A value proposition is a statement that summarizes why a buyer should choose you over your competitors. It should highlight your unique selling points, your benefits, and your differentiation. A good value proposition should be clear, concise, specific, and relevant to your target market. You can use it in your website, marketing materials, sales pitches, and proposals.

3. Optimize your website for SEO and conversions.

Your website is your online storefront and one of the most important tools to attract B2B buyers. You need to make sure that your website is optimized for search engines and conversions. This means that you should use relevant keywords, create engaging content, provide clear calls to action, and have a fast and user-friendly design. You should also include testimonials, case studies, awards, and certifications to build trust and credibility.

4. Leverage social media and content marketing.

Social media and content marketing are powerful ways to reach and engage with your target audience. You can use platforms like LinkedIn, Twitter, Facebook, Instagram, YouTube, and blogs to share valuable information, showcase your expertise, build relationships, and generate leads. You should also create a content calendar and a distribution plan to ensure consistency and quality.

5. Use email marketing and lead nurturing.

Email marketing is one of the most effective and cost-efficient ways to communicate with your prospects and customers. You can use email marketing to send personalized messages, offers, newsletters, invitations, and follow-ups. You should also use lead nurturing to guide your leads through the buyer’s journey and move them closer to a purchase decision. You can use tools like CRM software, email marketing software, and automation software to streamline your email marketing and lead nurturing processes.

6. Participate in trade shows and events.

Trade shows and events are great opportunities to showcase your products or services, network with potential buyers, generate leads, and increase brand awareness. You should research the best trade shows and events for your industry and target market, prepare an attractive booth or stand, have a clear goal and strategy, and follow up with the contacts you make.

7. Provide excellent customer service and support.

Customer service and support are essential for retaining existing customers and attracting new ones. You should provide fast, friendly, and professional customer service and support to your B2B buyers before, during, and after the sale. You should also solicit feedback, address complaints, resolve issues, and exceed expectations. You can use tools like chatbots, live chat software, helpdesk software, and customer satisfaction surveys to improve your customer service and support.

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By following these 7 tips, you can improve your export management and attract more B2B buyers who will value your expertise and trust your brand.

How B2B Buyers’ Behavior Changed in the Past Years

According to various B2B statistics, the behavior and preferences of B2B buyers have changed significantly in the past years. Here are some of the key trends that B2B sellers should be aware of:

B2B Buyers Prefer Omnichannel Experiences

B2B buyers are no longer satisfied with traditional sales models that rely on in-person interactions alone. They want to have more options and convenience when it comes to researching, evaluating, and purchasing solutions. That’s why omnichannel sales, which involve a combination of in-person, remote, and self-service channels, are more effective than traditional sales models alone.

According to McKinsey’s global B2B Pulse survey, the more channels a sales organization deploys, the bigger the market share gains. There are no exceptions. All B2B customers prefer omnichannel, no matter their industry, country, size, or customer relationship stage . Moreover, omnichannel experiences can increase customer satisfaction, loyalty, and retention.

B2B Buyers Have Longer and More Complex Purchase Cycles

B2B buyers are faced with more information, options, and stakeholders than ever before. This makes their purchase cycles longer and more complex. According to DemandGen’s 2020 B2B Buyer Behavior Study, 68% of B2B buyers say that the length of the purchase cycle has increased . Moreover, 75% of B2B buyers agree that their purchases were a collective effort of people from a wide variety of locations, teams, and roles .

This means that B2B sellers need to provide more value and support throughout the buyer’s journey, as well as tailor their messages and solutions to different personas and decision-makers. They also need to leverage data and analytics to understand the buyer’s needs, pain points, and preferences at each stage of the purchase cycle.

References:

https://www.infosys.com/about/knowledge-institute/insights/Documents/future-customer-engagement.pdf

https://www.tandfonline.com/doi/abs/10.1080/00343409950081275

https://www.itweb.co.za/content/Gb3Bw7WoKDm72k6V

https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-new-b2b-growth-equation)
https://www.demandgenreport.com/resources/research/2020-b2b-buyer-behavior-study)
https://magento.com/sites/default/files8/2019-06/The-Changing-Landscape-of-B2B-eCommerce.pdf)

https://www.wordstream.com/blog/ws/2016/03/09/website-conversion-rate-optimization