How to Use Product Attachments to Improve B2B Sales in Magento 2?

If you are a B2B Magento 2 store owner, there are several ways through which you can improve your sales. As the title indicates, one such method is to offer the customers the ability to use product attachments. In this article, we will delve into how Magento 2 store owners can use product attachments to improve their store sales. Before moving forward, it is pertinent to understand what we mean by product attachments.

Understanding Magento 2 Product Attachments

At times, it becomes challenging for customers to finalise a purchase based on the product images and videos alone. They require additional information which can help them understand the product in detail. This is especially true for B2B customers since they are buying items that serve very specific needs. Thus, they may need an instruction manual, technical documentation, certificates, and more.

There is built-in support for Magento 2 product attachments. In other words, if a merchant wants to upload additional information related to the product, they need an extension. One such extension is Product Attachments by FME. This extension allows the merchant to upload various file types, including PDF, Word, PPT, videos, and more. The files can be restricted according to store view or customer group.

Benefits of Using Magento 2 Product Attachments for B2B Sales

1. Attach Technical Specifications

   Suppose your store specialises in electrical items. It wouldn’t be wrong to assume that the offered products are of quite high value. On top of it, simple product images and videos do little to explain the product (e.g. use cases, benefits, and more). In most cases, buyers are interested in the technical specifications to assess whether the product matches their requirements.

   For example, a buyer would wish to know about the product’s power rating, voltage, operating conditions, size, weight, and more. Product images or videos cannot effectively communicate this information. Thus, there’s no option but to upload this information in an easy-to-read format such as a PDF. Buyers can download the file and review the information at their convenience.

   This removes the need for the customer to contact the merchant’s support team. Instead, the buyer can review the information themselves and decide accordingly. This speeds up the decision-making process. Resultantly, the store’s sales will see a noticeable improvement. Without this information, the buyer is likely to contact multiple stores simultaneously and buy from the one that replies the fastest.

2. Enhances Transparency

   When relevant information is made available to the potential customer without them asking, it enhances your store’s transparency. The would-be buyer has little reason to doubt the product’s quality, technical specifications, and benefits. Thus, instead of asking around others about the product, they can make an informed decision right away based on the uploaded documents.

3. Providing Data Sheets

   In the B2B niche, the data sheet is a very important document. It contains information about the product’s performance and other related characteristics. For example, a merchant is offering industrial cleaning products. The data sheet will contain information about what chemicals are used in the product, how well it performs, and which quality standards it adheres to.

   A buyer can review the data sheet to determine if the item complies with the regulatory requirements and whether it is safe to use in their case. This speeds up the approval process since there is no need to go back and forth to obtain the relevant information. Naturally, a buyer values a seller that provides such information upfront. They would be more than happy to engage in repeat business.

4. Compliance Certifications

   For certain industries, compliance certificates are non-negotiable. For example, would be using a construction material if you are unsure whether it meets the established standards? Likewise, would you buy an item that does not comply with your local drug or food regulatory authority? The answer is no because there’s no point in risking others’ health and safety.

   Suppose a merchant is offering personal protective equipment. A potential buyer’s procurement team can easily verify that the product in question is suitable for use in their industry. Again, this helps accelerate the decision-making process. The procurement team does not need to reach out to the seller’s team to enquire about the compliance or anything related.

5. Installation Guides, Troubleshooting Documents, and User Manuals

   Almost everyone has come across a product which they are unsure about how to set it up, maintain, or even use. This is where documents such as installation guides and user manuals come into play. Such documents are helpful in the after-sales stage. If a user runs into any trouble or if they are unsure, they can simply refer to the user manual or installation guide instead of contacting the merchant’s support team.

6. Uploading Warranty and Service Agreements

   In a B2B context, warranty and service agreements are quite important. The buyer needs this information to understand what they should expect from the seller in case the product develops a fault or if there is any other issue. Suppose that a store specialises in selling specialist IT equipment such as servers or networking devices. A buyer would need help with areas such as warranty duration and coverage terms.

   Of course, servers or networking devices are bought as long-term investments. No organisation is willing to upgrade this infrastructure frequently due to the costs and complexities. Thus, they would require information about the warranty and coverage terms to avoid issues after the purchase. When a business offers this information up-front, it creates trust, leading to repeat purchases.

7. Custom Pricing

   Lastly, B2B pricing is quite complex. A merchant sets a unique price for each buyer based on order quantity, delivery time, contract duration, and level of customisation. By uploading a custom pricing sheet, merchants can cater to different requirements simultaneously. This goes a long way in streamlining buyer-seller relations. On top of it, buyers have a base price which they can use to negotiate costing further.

Final Thoughts on Magento 2 Product Attachments and their Impact on B2B Sales

The discussion confirms that by adding product attachments, B2B merchants can enhance their sales and foster long-term relations with the customers. Since Magento does not offer in-built feature for product attachments, using an extension as Magento 2 Product Attachments by FME is the only choice.