{"id":2123,"date":"2020-08-07T10:28:07","date_gmt":"2020-08-07T10:28:07","guid":{"rendered":"https:\/\/www.prefixbox.com\/blog\/?p=2123"},"modified":"2024-08-27T09:03:04","modified_gmt":"2024-08-27T09:03:04","slug":"increase-revenue-with-b2b-search","status":"publish","type":"post","link":"https:\/\/www.prefixbox.com\/blog\/increase-revenue-with-b2b-search\/","title":{"rendered":"How to Increase Revenue with B2B Search"},"content":{"rendered":"\n
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How to Increase Revenue with B2B Search<\/h1>\n\n\n\n
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While eCommerce search function is important for every webstore, it plays a different role on B2B shops than it does on B2C. In order to fully optimize your site for conversions and revenue, it\u2019s important to understand the function of search on your site and how you can leverage its full potential.<\/p>\n\n\n\n

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Differences between B2B and B2C search<\/h2>\n\n\n\n
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When outlining the differences between B2B and B2C search, it\u2019s important to start by thinking about each site\u2019s customer profile.<\/p>\n\n\n\n

People shopping on B2C websites <\/a>are shopping for themselves or for friends. They\u2019ve either arrived to your site with an idea of what they\u2019re looking for or are happy to just browse around.<\/p>\n\n\n\n

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The browser<\/strong><\/span><\/div>\n\n\n\n
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The searcher<\/strong><\/span><\/div>\n\n\n\n
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If they\u2019re using your search function, they\u2019re looking for something particular although it could be something vague like \u2018black shoes\u2019. These shoppers are often open to seeing different\/related product suggestions and will frequently order something they didn\u2019t initially intend to purchase.<\/p>\n\n\n\n

On B2B sites, people aren\u2019t necessarily browsing as much as they are placing an order. They\u2019re often re-ordering something they\u2019ve already purchased for their company or want to stock in their shop. They know the brand, product SKU number, and exact items to buy. <\/p>\n\n\n\n

They aren\u2019t usually open to browsing around and will almost never buy something they didn\u2019t initially intend to. They order about 4X as many products as B2C shoppers<\/strong>.<\/p>\n\n\n\n

In this way, due to the high number of different products and shopper\u2019s specific needs, search on a B2B site is incredibly important as it plays an integral part in quickly (and accurately) directing shoppers to the product(s) they\u2019re looking to buy.<\/p>\n\n\n\n

That\u2019s why 95% of B2B shoppers use the search function, while only 20% of B2C shoppers do<\/strong>. The intent to purchase for users who use the search function is 3-4x higher than users who just browse. This explains the huge difference between B2B and B2C sites.<\/strong><\/p>\n\n\n\n

B2B product catalogues are also significantly larger than B2C product catalogues. For example, an average product catalog for a large B2C site contains around 10,000X products, while a B2B product catalog contains 100,000X products<\/strong>. <\/p>\n\n\n\n

With such a wide range of products, it\u2019s virtually impossible for a shopper to navigate to products on a B2B site without the use of search and oftentimes, category navigation is not a viable solution for product discovery.<\/p>\n\n\n\n

Search on a B2B site is a key driver in providing shoppers with a great and efficient experience. <\/p>\n\n\n\n

With the wide volume of available products and the predictability of shopper orders, search gets shoppers to where they want to go. The importance of B2B search is clearly visible in the 95% use rate. If your B2B search isn\u2019t optimized, you could be missing out on a lot of revenue. <\/p>\n\n\n\n

So let\u2019s dive into some best practices on how to properly optimize your search.<\/p>\n\n\n\n

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B2B Search Best Practices<\/h2>\n\n\n\n
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Now that you see how important search is on a B2B site, let\u2019s dive into some of the best practices. By optimizing your search accordingly, you can effectively increase your conversion rate<\/strong> and<\/strong> online revenue<\/strong>.<\/p>\n\n\n\n

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Focus on accuracy<\/h3>\n\n\n\n
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The B2B shopper is on a mission to complete an order. They have their shopping list ready and want to get in and out as fast as possible; so accurate results from the beginning are critical to providing a great experience. <\/p>\n\n\n\n

Your Autocomplete<\/a> makes the first impression and can save a shopper a lot of time, so it\u2019s important it\u2019s optimized for speed and accuracy.<\/p>\n\n\n\n

In order to meet customer expectations, you need a strong Autocomplete with a deep understanding of natural language that can accurately decipher typos.<\/p>\n\n\n\n

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