通过 B2B 销售激励推动增长

Attracting and retaining business customers is a challenging task. In B2B, you’re not just selling a product but forming a partnership that might last years or even decades. 

With more significant risks and complex decision-making processes, B2B marketing necessitates a strategic strategy that distinguishes you from your competitors. In this post, we will look at how to create sales campaigns that capture company leads and convert them into loyal, long-term partners. Prepare to learn the secrets of incentive marketing that will boost your B2B sales efforts and solidify your place as a valued ally in the company.

In this article, we will talk about how B2B sales incentives work for eCommerce growth.

B2B Sales Incentives: What Are They?

Direct sales to consumers necessitate appealing to their emotions to close the deal. If you are conveniently accessible, buyers are more likely to finish the deal. Hence, this is the level at which your incentives begin to materialize. On the contrary, business-to-business (B2B) marketing approaches are entirely different.

The sales process in business-to-business marketing can be somewhat lengthy. Loyalty based on emotions can take a second seat. This is a plan for business-to-business sales incentives. “dependability” is more important than feelings when doing business with other businesses. Incentive plans for business-to-business marketing can be more intricate.

Businesses are made up of people, which becomes apparent when considering B2B sales incentives. Being prepared to talk to many people on the clock would be best. However, there are specific approaches that yield fruitful incentives. Asking the client what they need is the first step. In what ways can you adjust to fit in with their work ethos? After you’ve answered these questions, you’ll know where to begin. A good business-to-business sales incentive strategy requires much effort spent identifying and analyzing difficulties. 

How Does B2B Sales Promotion Differ From B2C?

The focus of business-to-business and business-to-consumer marketing is fundamentally different. While business-to-consumer and business-to-business marketing strategies differ in execution, they share common ground. Popularity, whims, and price aren’t the only emotional factors influencing a customer’s purchase decision.

Cost, return on investment (ROI), information, and other possible benefits to the company are the main things that business-to-business (B2B) buyers think about. Sales deals that are flashy and made quickly don’t work well in a business-to-business setting.

Also, converting a lead into a paying customer takes longer, so the B2B sales process is longer. The reason is that business-to-business transactions can include many individuals and divisions. To maximize long-term loyalty rather than short-term gains, your B2B marketing approach should be designed with that goal in mind. Your business-to-business rebate plan should revolve around customer loyalty and upselling. There are a lot of vendor rebates and incentives, such as favorable payment terms and volume agreements, but they are just the beginning.

In business-to-business marketing, are you sure you are getting the return on investment (ROI) you aim for? Are all of the incentives you provide easy to monitor and control? Can you determine which discounts are most beneficial? Keep reading to find out more. 

Different Kinds of Discounts And Refunds for Business to Business

People who work in business-to-business marketing can use discounts and refunds effectively, but they need to be used carefully so they don’t hurt the brand’s value or profits. When it comes to B2B discounting tactics, you should think about these three main groups:

Fixed Discounts: With this method, all buyers get the same type and amount of discount, no matter what makes them different, such as the type of customer they are, the amount of money they spend, the length of their contract, or anything else. One example would be giving all customers a 10% deal if they buy more than a certain amount of goods.

Flexible Discounts: With this approach, sellers try to give different discounts to different customers and orders based on the type of business, the size of the company, or the customer’s past purchases. These deals don’t match the expected customer lifetime value (CLV), and they don’t reward behaviors that create value.

Value Discounts: This is the best way to go about pricing in business-to-business transactions. Care is taken to ensure value deals encourage and reward actions that bring the most value to the business. By giving deals based on buyers’ wants, sellers can build long-lasting relationships with their B2B customers that are good for both sides.

Here are some examples of actions that add value that should be rewarded with discounts:

• Changing to a long-term or standing order will ensure a long-term relationship.
• Giving recommendations or other support forms that help generate leads and get new customers.
• Buying products or service levels with better margins makes the business more profitable.
• Getting helpful information from customers and sharing it with others helps the business improve and expand its services.

Sometimes, set and flexible discounts are helpful, but the value discount method is where B2B discounting shines. By matching rewards with desired behaviors, sellers can find and keep loyal, high-value B2B partners. They can also keep a strong brand image and avoid the problems of discounting everything.

How Might B2B Promotions Add Value?

Effective B2B promotions provide value by motivating certain consumer behaviors that benefit the firm rather than merely lowering prices. Indiscriminate price reductions can reduce profit margins, spark price wars with competitors, and set unrealistic customer expectations. The strategic approach is maintaining steady list prices while providing targeted promotions and discounts to specific customers.

For example, a software company may provide a 20% discount to consumers who sign a three-year contract, motivating long-term retention and predictable recurring revenue. Alternatively, a manufacturer may combine a discount with complementary product purchases, thus increasing acceptance of their entire product offering.

The objective is to create promotions encouraging desirable outcomes such as increased order volumes, improved product mix, cross-selling/upselling, or customer loyalty – while ensuring that the offer’s complexity does not outweigh its commercial benefits. When done correctly, B2B promotions convey clearly how clients may get the best prices by demonstrating value-creating behaviors.

B2B Sales Incentives Ideas and Examples

We have put together a few suggestions for value-based discounts and incentives you may provide your business-to-business clients to motivate their appropriate actions and boost your profit margins.

Early Bird Sales on New Products

If a supplier wants you to spend X on a new product or buy Y pieces of the latest product, they might offer you a 1% discount on the whole range. You can aim it at those who have never or often bought the product.

Closeout sale

Suppliers may aim to sell out the remaining stock of older products before the new selection comes as they phase them out. Sometimes, by offering deeper volume discounts on discontinued products, we can do this.

However, one thing that should be kept in mind is that closeout sales are not that easy, so to prevent that, you can install a bulk order app that allows you to put MOQ in your product. By using the MOQ feature, you can quickly clear your slow-moving products.

Incentives For Product Assortment

Depending on the total amount spent over a specific period, suppliers may offer discounts to consumers who purchase a wider choice of products. A business-to-business incentive like this can keep consumers from defecting to a rival.

Sale Prices Subject To Certain Conditions

A B2B promotion like this might take several forms. If a consumer spends X amount in Y months, you might give them a discount on the entire range of products. Alternatively, you might provide a discount on a different product line in exchange for purchasing an existing one; for example, if a consumer buys product X, they will be eligible for a rebate on product Y.

Programs That Offer Referrals

There is no doubt referral programs can be launched by B2B businesses as well. This is particularly true when selling products directly to customers rather than via distributors. It makes it more relevant. Implementing a referral program is an inexpensive strategy to increase the customer base and promote brand recognition for most B2B companies.

Reward Schemes

Earning points with every transaction in a business-to-consumer setting is not novel. B2B sales can also help cultivate loyal customers. Prospective business-to-business clients want an opportunity for a trustworthy, long-term partnership. They anticipate suitable satisfaction for the large sums of money they spend. On occasion, you may be eligible for discounts and other perks. The goal of any business-to-business loyalty program should be the same, which can improve your company’s standing with the customer.

结论 

You can significantly increase your eCommerce growth by carefully putting well-thought-out B2B sales rewards in place. Incentives get customers to take action, raise the lasting value of each customer, and strengthen your reputation as a reliable partner. Ensure that your bonuses fit the needs and wants of the people you want to reach and your business goals. In this article, we tried to summarize the aspects that B2B merchants need to consider while providing an incentive.