BigCommerce’s recent study on B2B buying behaviors covers insights from the US, UK, and Australia. The data suggests that B2B buyers now want the same smooth online shopping experience as regular consumers.
Why B2B Ecommerce Matters Now
Ecommerce is transforming B2B sales fast. By 2024, US B2B online sales might cross the $2 trillion mark. Companies must keep up, or they might miss out.
Quick Insights from the Survey
- 74% shop online for products.
- Search engines (65%) and online marketplaces (42%) are top product discovery tools.
- 60% use B2B platforms for buying.
- Issues? Misleading prices and shipping costs (40%), slow websites (29%), and unsatisfactory customer service (28%).
- 31% couldn’t buy due to tech glitches.
- Accurate pricing info is crucial at checkout.
How Do B2B Buyers Shop?
Many B2B buyers (42%) find products through catalogues.
Only 24% learn about new items at live events or trade shows. When it comes to buying, supplier websites and apps lead in the US (75%), UK (73%), and Australia (77%). While most from the US (65%) and UK (62%) use B2B platforms, only 45% of Australians do.
How to Improve Your Ecommerce Conversion Rate by 10% in 30 Days
Reviews and recommendations significantly influence buying decisions.
What Makes B2B Online Shopping Great?
B2B shoppers want accurate prices and detailed product info. Custom discounts matter too. Those who buy regularly prefer bulk orders. However, slow sites and bad customer service are turn-offs.
Checkout: The Make or Break Moment
A smooth checkout is vital. 31% left their online carts due to tech problems. Another 15% left because of complex checkouts.
Credit and debit cards are popular, but traditional methods like ACH and PO invoicing are close behind. The US prefers electronic checks more than the UK and Australia.
Final Thought
As online shopping evolves, B2B sellers must offer top-notch experiences to meet rising expectations. They need fast sites, clear pricing, and seamless checkouts to thrive.
