B2B marketplaces put their cards on the table

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In this DirectIndustry e-magazine article we focus on B2B marketplaces , which are restructuring traditional supply chains to enable manufacturers to buy and sell complex tools and spare parts online as easily as buying an ink cartridge.

E-commerce giants like Amazon and Alibaba have strengthened their quality standards to meet the demands of their buyers when it comes to the online shopping experience. And professional buyers on B2B vertical marketplaces expect no less.

Now more than ever, every buyer is looking for transparency in a marketplace’s pricing strategy . And just like B2B buyers, manufacturers and distributors are looking for optimal business relationships based on trust when doing business on B2B marketplaces.

More information in the latest article in the DirectIndustry e-magazine.Calling your prospects is an important step in qualifying a business inquiry. Digital tools are a great way to gain leads, but don’t forget the value of human interaction. 83% of buyers who submitted an inquiry through VirtualExpo in the past 12 months provided their phone number. They also like to approach the possibility of working together this way.

To help you get the most out of requests submitted through VirtualExpo, we have put together a list of questions to ask to help you better understand the potential client's project before sending them a quote.

Understand what the potential client needs.
Explore the prospect's project and how your product can help them. The following questions will help you learn more about the prospect's needs and challenges:

Can you describe your project?
What will be the purpose of the purchased product?
Have you tried (successfully or unsuccessfully) other products in the pas austria mobile phone number list t for this same purpose?
What other products will be needed in addition to the initial product?
Determine your added value.
You will probably have to deal with competition. These questions will allow you to learn more about the competition and how you can emphasize your added value.

What criteria do you mainly base your purchasing decision on?
What prompted you to want to know more about our solution?
Have you contacted any other vendors?
What are the criteria that make you prefer one supplier over another?
Find out your limitations.
Your product may be what they need, but budget and time can be very important. By asking the following questions, you can better understand whether or not you can be the best business partner for your potential client.

What is the timeline for your project?
When do you plan to close the purchase?
Do you have any budget limitations?
How do you measure the success of your project (profits, competitiveness, productivity...)?
Do you have any other similar purchase plans in the future?
The questions above can be used as a guide for your business discovery call. Not all questions may be appropriate for your business and some may be missing. Make sure you prepare some questions in advance so you don't forget the most important points. But above all, don't forget to listen to what your buyer has to say and adapt your questions to the flow of the conversation.