In the B2B (business-to-business) marketing space! there is still a false myth that persists: “It is impossible to sell to other companies over the web.”
This outdated concept not only limits growth opportunities! but also ignores the current market trend. In this article! I would like to show you how the web can be a powerful ally for B2B sales! we will dispel false beliefs and demonstrate how companies can generate qualified leads and close deals online.
It is also advisable to act promptly and adapt your company’s customer acquisition process to operate online. This will help you not to lose market share to more reactive competitors who have already begun to understand and implement these strategies for some time.
But let’s go slowly and start evaluating the size of the online market in B2B.
Estimating the online market in B2B
Contrary to popular belief! the demand for online products and services in the B2B sector is not inexistent. Although it may seem less rcs database evident than in B2C! it is still significant and constantly growing. Companies and professionals are increasingly inclined to search for solutions and suppliers online! leveraging search engines and digital resources to identify the right partners to meet their needs.
It is therefore important first of all to try to quantify this online demand of B2B. To get an idea you can use some dedicated tools such as Google Trends! Keyword Planner or software dedicated to market analysis! you will be able to realize the number of online searches carried out for a certain keyword.
If you are interested in learning more about the topic! I recommend reading: “ Choosing the right keywords for SEO ” in which you can learn how to estimate search volumes and therefore user interest. Alternatively!
Competitor Analysis
Now that you have an idea of how many the basics of a growing e-commerce people search for products like yours online and the market trends! you will be able to decide on the best strategies to intercept this traffic.
Example of B2B online market estimate by keyword
Let’s say your company offers electrolytic capacitors! a highly technical product dedicated to a B2B market! you are probably convinced that until now companies that need these elements to produce their products have always purchased ba leads through known suppliers or agents. Using the Google Keyword Planner Tool you can discover the following! that is! that every month in Italy 3780 searches are carried out on Google (880 + 2900).
With 3780 monthly searches we could assume to obtain:
- 200 visits to the site
- 20 contact requests (1% conversion rate)
- 2 new customers per month! (10% conversion rate to quote)
And all just for this term on the Italian market! Try to multiply it by other products you offer! maybe even on foreign markets and you can get an idea of the numbers you can reach.
