E288: 🎓MENTORING MOMENTS #56 | OPTIMIZING YOUR ECOMMERCE BUSINESS FOR B2B & DTC HOLIDAY SALES, SUCCESSFULLY DIFFERENTIATING & SCALING A DIGITAL CONSULTANCY
The Power of B2B eCommerce: A Mentorship Journey with Jason
In a recent mentoring session with Jason, we explored the multifaceted world of B2B eCommerce. From engaging with B2B customers gearing up for Christmas to the complexities of B2B and DTC eCommerce, the session shed light on the challenges and strategies in this space. Here's a closer look at the key takeaways from the insightful conversation.
Understanding B2B Customer Needs
Jason and his mentee delved into the intricacies of increasing sales velocity with B2B customers. They discussed the transition from a bi-weekly to a weekly email rhythm, resulting in a significant revenue increase. The focus shifted towards educating and making the ordering process seamless for B2B customers, akin to the convenience of DTC eCommerce. This involved strategies such as sending draft orders and invoices, simplifying the purchase process, and creating default shopping lists. The goal was to streamline the buying journey, recognizing the distinct needs of B2B customers.
Differentiating DTC and B2B Objectives
The conversation then steered towards understanding the fundamental differences between DTC and B2B buyers. While DTC customers often engage in browsing and are driven by an engaging shopping experience, B2B customers prioritize efficiency and quick decision-making. Jason emphasized the need for separate storefronts for DTC and B2B, acknowledging the unique goals of each customer segment. This distinction highlighted the significance of tailoring eCommerce experiences to cater to diverse customer objectives.
The Evolution to Specialization in B2B eCommerce
Jason's journey into specializing in B2B eCommerce was driven by his passion for the complexities and depth that B2B engagements offer. His deliberate choice to focus on B2B arose from his positive experiences and a gap in the market, where few consultants specialized in B2B eCommerce. His approach to B2B eCommerce consulting is characterized by a unique blend of technical expertise, operational understanding, and a touch of irreverence. This alignment with his strengths and preferences has allowed him to offer a refreshing and valuable perspective in the B2B eCommerce landscape.
Establishing Authentic Engagements
A notable aspect of Jason's client engagement philosophy is his emphasis on establishing authentic and engaging discovery sessions. By initiating conversations that delve into the founding culture and future vision of the business, he fosters a deeper understanding of the client's aspirations, enabling a more empathetic approach towards consulting. Jason's approach to discovery sessions reflects his commitment to building camaraderie and alignment with his clients, especially in the context of smaller businesses where senior-level engagement is pivotal.
Conclusion
In summary, the mentoring session with Jason offered valuable insights into the nuanced world of B2B eCommerce consulting. From addressing the distinct needs of B2B customers to embracing a playful yet strategic approach to engagements, Jason's journey exemplifies the power of specialization and authentic client interactions in the realm of B2B eCommerce. His deliberate focus on creating impactful and tailored eCommerce experiences for B2B clients sets a compelling precedent for consultants in this space.
To learn more, check out the related THE ECOMMERCE EDGE Podcast episode below: