According to a recent McKinsey & Company study, Omnichannel is the most effective approach to B2B sales, with an effectiveness rate of 83 percent. In addition, hybrid salespeople are likely to be the most popular job throughout the sales team by the end of 2024.
Omnichannel is a combined sales approach where companies give customers access to their offerings on all channels, platforms, and devices. Whoever knows how to get omnichannel right will attract new customers and maintain existing ones. As a result, the right omnichannel strategy could lead to elevated revenues, lower serving costs, and more significant customer satisfaction.
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Omnichannel is a multichannel sales method that focuses on offering a consistent customer experience whether the customer is purchasing online, on a laptop, or in a physical store. Your B2B clients will have a consistent experience regardless of the digital device or platform they are using. As B2B buyers have become acclimated to Omnichannel e-commerce in B2C, the desire for a smooth and consistent B2B experience is growing.
According to McKinsey, the average B2B consumer uses six distinct channels during their decision-making process, which providers must learn to accept. It’s something B2B salespeople will have to get accustomed to: over time, B2B clients will demand an Omnichannel experience with the same flexibility and CX as B2C consumers. B2B enterprises, like B2C providers, may use Omnichannel to provide a variety of interactive applications and tools to facilitate continuing dialogues with clients.
At the pandemic’s start, omnichannel adoption surged, and it has since been the preferred method of B2B sales. Buyers made it clear that they want a cross-channel mix, preferring in-person, remote, and digital self-serve engagements in equal measure, even as in-person contact resurfaced as an option.
It’s not by chance that the balance has been achieved. B2B buyers found a lot to appreciate about distant and digital means of engaging. Since August 2020, the usage and desire for e-commerce—for example, self-serve—has increased. As quarantine rules eased, buyers transitioned between in-person and virtual transactions, with channel selection based on convenience and time rather than efficacy.
The shift to Omnichannel commerce necessitated a reorganization of the sales staff. Many worked at a breakneck pace, creating systems on the fly to adjust and adapt to their changing consumer base. In the next three years, 85 percent of B2B firms expect the hybrid rep to be the most frequent sales function in their organization, as omnichannel has become the new buying standard (2024).
Challenges in Getting B2B Customers to Engage
B2B sales environments are becoming more social and digital in today’s tech-enhanced world. Internet sales account for 61% of all B2B transactions, and 58% of B2B clients use social media to conduct research. They want a more straightforward purchasing procedure and a better consumer experience. The following are the primary issues you’ll likely face when it comes to increasing B2B client engagement:
Modern B2B enterprises have begun to take advantage of the opportunity to use a growing variety of marketing channels and establish a robust online presence. Unfortunately, this turns into more intense competition. According to B2B sales data, 54 percent of agents find it more challenging to reach and engage prospects than they did previously.
The majority of B2B businesses operate in silos. They adhere to long-standing information policies, which is critical for establishing trustworthiness. Implementing an omnichannel strategy and guaranteeing transparency necessitates a shift in mindset, which can be challenging for B2B companies.
Elevated customer expectations
The B2C industry now offers seamless consumer buying experiences by allowing customers to engage with companies at their leisure and preferred channels. Increased buyer influence over the purchase process has also been seen in the B2B sector. B2B buyers today want omnichannel interaction and the same flexibility, convenience, and personalization as consumers.
5 Ways to Keep Customers Engaged Using Omnichannel Outreach
1. Make full use of all accessible channels:
Using a multichannel outreach strategy will provide your buyers with the ease and flexibility they expect. Giving your clients the option to choose their preferred communication channel allows you to communicate your message and be heard. In addition to conventional offline channels such as retail stores and events, you must promote brand recognition throughout all internet platforms, including:
Email: Since the start of the epidemic, using email in your outreach has apparently resulted in higher engagement rates.
SMS: This has a remarkable opening rate of 98 percent.
Websites: To raise brand recognition and educate your prospects, you may use substantial, focused material.
Social media: Using social media may help you improve your reputation and expand your consumer base.
Tools for online communication: Messaging apps like WhatsApp and Viber might make the outreach process smoother.
Virtual or hybrid events: Virtual connections allow people to get over physical limitations and are widely acknowledged as a source of leads and brand recognition.
Video: This channel has a lot of promise for reaching many people and increasing B2B client interaction. To boost your brand visibility, you may employ a variety of formats, such as YouTube, live broadcasts, or webinars.
If you find it difficult to manage your digital transformation with the resources available in your business. In that case, you may hire a digital marketing agency to avail of social media marketing services.
2. Integrate your platforms as much as possible.
Omnichannel outreach entails employing a variety of channels and combining them into a single platform where each channel interacts with the others. As a result, your consumer will be able to switch across channels and have a consistent, seamless experience.
Start with your enterprise resource planning (ERP), the hub of your business logic and data, to make developing and implementing your omnichannel strategy easier. For example, integrate interactions across the customer journey by ensuring that the same information is available across all channels.
3. Reduce the time it takes to address problems by streamlining internal communication.
Restructuring your marketing procedures and optimizing your internal communication are required to successfully execute a B2B omnichannel approach and increase client engagement.
Using the proper software may help your business streamline information interchange and improve problem-solving efficiency, resulting in less friction throughout the customer experience at all touchpoints.
Technology offers a wide range of omnichannel options, like email-to-text services that may help you increase internal communication. For example, you can send critical service alerts to phones as texts without requiring developer code and automate conversations with your workers and customers using email to SMS connections. Building a timely and dependable omnichannel communication system will enable your team to respond to internal and external issues more quickly, improving client happiness and engagement.
4. Make it unique
According to a marketing research poll on B2B sales and marketing, 77 percent of respondents believe marketing personalization is important for boosting client relations, and 55 percent believe it leads to improved conversion rates and growth potential.
However, 42% of B2B marketers say they still have trouble implementing customized marketing techniques.
Omnichannel outreach, based on client-centeredness, promises to enhance engagement by assuring a highly individualized consumer experience. Channel integration will allow you to collect client data and acquire important insights into your prospects’ behavior on a single dashboard. As a result, you may make data-driven decisions and better target your content by understanding how people connect with your brand and identifying the touchpoint and their precise location along the consumer journey.
5.Improve customer service and be available to them
B2B enterprises frequently give a phone number for customer service. With omnichannel customer care, you can create a customer support center that consolidates all capabilities and provides a consistent experience across all touchpoints. So how can you put these new ideas into practice and improve your customer service operations? To get a competitive advantage, you must do the following:
- Ensure that data from all customer support systems are appropriately structured and connected so that your company can quickly and efficiently resolve client concerns.
- Reduce response time and use live chat to streamline your replies to client concerns across all channels.
- Use well-targeted and timed email outreach to personalize the consumer experience.
- Provide dependable and straightforward mobile customer care, as well as mobile access to your omnichannel customer service platforms.
- Provide self-service choices to your consumers. Educate them by incorporating a comprehensive knowledge database into your website content, such as easily accessible guides, FAQs, and case studies.
- Make it possible for your consumers to track the progress of their tickets in real-time.
Getting omnichannel right is far from inconsequential, but it’s worth the effort. A company-wide dedication to omnichannel excellence can be a real game-changer for B2B companies.
Companies that shifted earlier to this will not only be in a better position to protect their stand, but they can also capture cost savings, customer satisfaction, cost savings, and grow their businesses.
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