We often see that many b2B websites are emphasis on “how to attract the suppliers to join” as a key task. This is a misunderstanding. We should attract the factories or suppliers to join through various methods, but that is only strategy. The most essential point is that: B2B websitesupply business program is provided for the purchasers or buyers, all the things must take this point as the guideline. Now I want to talk about all kinds of the misunderstandings briefly!
FIRST: put the purchase information in the most important position.
According to the data shows that: buyers find the suppliers, 70%-80% buyers will choose to search and browse by category, only 20%-30% buyers will post buying information. From this we can see the amount of Buying Lead or Offer to Buy only occupies 30% of total buying needs. So if the purchase information is displayed on important position of B2B site, it will make the members find that pay member’s value only depend on the how much purchase information is being displayed.
SECOND: Providing a larger amount order can attract more and more members to join
During operating the websites, we often through all kinds of channel to find the orders for the members, For example: join other B2B website as member, copy the buying information from that site. Buy these information’s value is so low. Now we will analysis on posting the purchase information
•The buyer who publish Purchasing Information: They are not able to source the related products through his friend, other B2B website or existing suppliers
•The buyers may get the higher price quote from exiting suppliers. So he wants to purchase at the lower price
•Let the suppliers bid his offer
According with the above analysis, we can find out that the buying leads from the B2B websites is not the best. If we still keep the same thinking, you will find the it is very difficult to get the order, the offering price is very low.
THIRD: Thinking the Buyers only want to see the pay members those who are always listed at top position
People always senses that the first 3 – 5 pages of supplier and product information is always belonging pay members. We should ensure:
the information in the front of 3-5 pages must be completely, abundant, we can through these information to understand the purchase buyers which information they want to get, they want to get which information depend on the industry.
The information in the front 3-5 pages must be high trustable and quality. It means that why we put them in the front pages. It not only because the information is chargeable; The buyers does not care whether they are pay members. They care this member loyalty and honesty and the product’s quality. If free members also have this credits, they will also choose them.
FOURTH: No need too much products and selling leads information from a Supplier
Quality supplier and product information must be posted as more as possible. Within the search result pages, the quality information from supplier will be listed on first few pages. The reset pages will only for those who posted poor information.
Source: http://www.ArticlePros.com/author.php?cindy
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