How to Increase the Conversion Rate of a B2B Website

by Obaidul Haque on November 21, 2011

"Not converting enough visitors? Have a closer look at your B2B website to identify the key issues."

Most of the B2B marketers struggle to convert visitors into buyers. Though getting plenty of traffic to the website is the first vital step, what’s really important is whether you can compel visitors to take a desired action. Lots of traffic doesn’t always increase the rate of conversion. If you want to achieve a higher rate of conversion for your B2B websites, you need to solve a couple of simple problems. But do you know what those issues are?

Don’t worry. Given below are some key tips that you can use to convert a maximum number of browsers into buyers on your B2B site.

#1. Make Your Website Easy to Use
If you want more business prospects to buy your products, the first thing you should focus on is whether your B2B website is easy-to-use. How do you make your site more user-friendly? Well, focus on the following.

a) Evaluate the accessibility of your website
b) Don’t focus on a single browser, make your site compatible across different browsers that your audience might use
c) Ensure the call-to-action button on your website is clearly visible
d) Refine the navigational structure of your website

Each of the tweaks mentioned above can make a potential difference to the number of online sales. Appropriate changes in the call-to-action button alone can increase the rate of conversion to a good extent.

#2. Focus on Getting Quality Traffic
There are several B2B sites that don’t convert at a high rate in spite of getting plenty of traffic. The reason is quite simple. You’re not attracting the right kind of audience. In order to increase the number of online sales, you need to promote your products to the right people. Find out who your target audience is and locate the sources where you can connect with them. This is, in fact, a guaranteed strategy to maximize conversion.

#3. Enhance the Quality of Landing Pages
There’s difference in consumer-focused landing pages and those created for business prospects. The best tip to increase B2B landing page conversion is to make it clean and simple. In any case, don’t forget to test several versions of your landing pages to discover what makes the best impact.

#3. Talk About Visitor Benefits
Don’t focus on highlighting the features of your product across the website. The conversion rates on a B2B website can quickly be increased by telling visitors how your product improves their lives. Most of the online marketers make the mistake of talking about their company at length. Visitors have nothing to do with how wonderful your company is. All they are looking for is a product which provides a quick and easy solution to their day-to-day problems. So, start telling them the benefits of the product you are selling!

#4. Create an Urgent Demand
In order to compel your site visitors to take immediate action, you should try to create an urgent situation. Mentioning a time limit or a stock limit can quickly infuse urgency into visitors. This is a useful technique to increase conversions or sales on a B2B website immediately.

#5. Demonstrate Credibility
The biggest challenge for online B2B marketers is to earn visitors’ trust. You need to prove that you are entirely credible. Visitors will turn into buyers only when they have confirmed your credibility. Some of the most useful ways of establishing credibility include sharing customer success stories, media mentions and security verification among others.

#6. Build Your Brand
Conversion rates will continue to improve as your brand grows more and more. Rather than focusing on short-term benefits, you should focus on expanding your brand for long-term benefits. The more people know about your brand, the more sales you will make. So, make sure your day-to-day interactions are always aimed at building your brand. Established brands always enjoy a better financial performance.

#7. Keep Your Word
Being true to what you promise visitors is extremely important. Always ensure your customers get what they were promised in the first place. The biggest mistake that you can ever make is a ‘message-mismatch’.

Do you have some more B2B site conversion tips in mind? Please don’t hesitate to share them in the comment section below.

This post was written by...

– who has written 252 posts on Hello Bloggerz.

Obaidul is a professional SEO, freelance writer, guest blogger and online marketer. Owner of, he works with a wide range of clients from all across the globe and helps them expand the online reach of their businesses. Music is like oxygen to him. He can be reached via Google+ or Twitter.

{ 3 comments… read them below or add one } November 27, 2011 at 3:28 pm

7 points are very nice and nicely explained.very cool pointing view mate.keep sharing :)


Anonymous November 27, 2011 at 5:27 pm

Many times, a couple of simple problems murder the conversion rate of a B2B website. B2B marketers should be ready to look into the essential details and solve the problems that visitors might be facing.

Thanks for commenting and liking the tips, Sai!

Reply November 28, 2011 at 5:27 am

very very thanks for your quick response.sure i will visit your blog regularly and learn more tips :)


Leave a Comment

Previous post:

Next post: