Turning Interest Into Leads: 5 Simple Ways Sales Reps Can Use Ecommerce For Lead Generation

Harness Ecommerce For Better Leads

In today's world where everyone is going online, even sales reps need to get on board with ecommerce. This doesn’t mean giving up traditional ways of making sales, but rather using ecommerce to make those methods even stronger. This guide breaks down how sales reps can use ecommerce to generate more and better leads.

Imagine you’re a sales rep, and you’ve just had a great chat with a potential customer at a tradeshow. Instead of just handing them a business card, give them a flyer with a QR code that takes them straight to your ecommerce site. This way, even if they forget about the conversation, they have a direct link back to you and your products.

Practical Application: Before going to a tradeshow or an event, prepare flyers with QR codes that link directly to your ecommerce site. This makes it easy for potential customers to find and learn more about your products, and it helps you capture their contact information for follow-ups.

A form on your ecommerce site makes it easy for potential customers to contact you. For example, after showing a customer your products on your website, you can direct them to the contact form where they can leave their information so you can get back to them later.

Practical Application: Make sure your ecommerce site has a clear, easy-to-find, and easy-to-fill-out contact form. After showing customers your products on your site, guide them to this form to make future communications smooth and straightforward.

A personalized pitch can make a big difference. Use ecommerce to show customers exactly what they're interested in. For example, if a customer is interested in acetylene gas cylinders for metal welding, walk them through the gas section of the site during a sales call to show the variety of options and availability so they can identify the right product solution.

Practical Application: Know your ecommerce site well. Be ready to guide customers through the pages most relevant to their interests, showing them products and deals that will catch their attention.

People love a good deal! Offer special discounts for customers who visit your ecommerce site. For example, after showing a customer around your site, give them a unique code for a discount on their first purchase.

Practical Application: Create unique discount codes to share with potential customers during or after sales calls or meetings. These discounts will encourage them to purchase and allow you to track which leads are making purchases.

After a customer makes a purchase, ask them for feedback on their shopping experience and the products they bought. This feedback will help you understand what's working and what’s not, and it shows customers that you value their opinions.

Practical Application: Include a short and simple survey or feedback form in your follow-up emails to customers who have made a purchase. Thank them for their purchase and politely ask for their feedback to help you improve your products and service.

Incorporating ecommerce into traditional sales strategies is easier than it sounds. By following the tips listed in this post, sales reps can generate more leads and make more sales. Remember, ecommerce is not there to replace you; it’s there to help you do your job better and more efficiently.

So, make sure you have the right ecommerce platforms to compliment your sales strategy! ECI has two powerhouse solutions available. Ensure that B2B customers have a great shopping experience with a hands-off, wholesaler-ran solution with ECInteractivePLUS that generates sales with minimal ecommerce knowledge required. EvolutionX is a B2B ecommerce solution that empowers dealers to sell products online by giving you complete control of your website through product content, site search, and merchandising.

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