(Source: https://pltfrm.com.cn)
Introduction
Unlike Western B2B environments, where outbound emails and LinkedIn play leading roles, China’s B2B online sales funnel is built on localized platforms, private domain tools, and real-time interactions. For overseas brands, understanding how to build an online funnel that aligns with Chinese buyer behavior is critical for conversion. This article explores how to structure a scalable and efficient B2B online sales funnel tailored for China.
1. Establish Localized Entry Points for Awareness
1.1 SEO-Optimized Landing Pages in Mandarin
Create fully localized Mandarin landing pages with Baidu SEO in mind. Include platform badges, use cases from Chinese clients, and downloadable product sheets in Chinese. These assets help attract high-intent B2B searches and convert them into leads.
1.2 Thought Leadership Content on Zhihu or WeChat Official Accounts
Buyers in China look for credible content before contacting vendors. Publishing educational content—such as industry use cases, explainer infographics, and technical Q&As—on Zhihu and WeChat OA can drive organic inbound interest.
2. Nurture Leads Through WeCom and Mini CRM Tools
2.1 WeCom-Based Lead Capture and Relationship Management
Instead of traditional contact forms, embed QR codes that direct prospects to a dedicated WeCom account. This allows for instant 1:1 communication, drip messaging, and demo scheduling—all within a familiar platform.
2.2 Use Mini-CRMs and Sales Plugins Inside WeCom
Leverage lightweight CRM integrations inside WeCom to segment leads, auto-trigger replies, and track deal progress. This approach keeps all buyer interactions inside one ecosystem and reduces follow-up delays.
3. Host Conversion-Driven Product Demos Online
3.1 Launch Private Livestream or One-to-One Video Demos
Chinese B2B buyers expect to evaluate product usability visually. Host live product demos via Tencent Meeting or embedded in WeCom to show real-time use cases, local client results, and answer objections.
3.2 Follow Up With Mandarin Collateral and Case Studies
After demos, share localized PDF proposals, pricing options, and testimonials from Chinese clients. Ensure everything is translated and branded for the Chinese market to remove last-mile friction.
4. Close the Loop With China-Compliant Payment and Contract Tools
4.1 Enable Contracting and Payment Within Chinese Infrastructure
Support e-signature platforms recognized in China (like Fadada or Esign.cn) and offer invoicing that meets local tax code (fapiao issuance). Allow payments via bank transfer, Alipay, or corporate WeChat Pay.
4.2 Offer Ongoing Account Support via WeCom
Once signed, ensure account managers continue the relationship within WeCom. This includes onboarding help, usage tracking, and upsell prompts—all delivered in a channel your client already trusts.
5. Case Study: Nordic SaaS Platform Scales Funnel With Local Tools
A Nordic HR SaaS provider struggled with lead follow-up in China using email and HubSpot. PLTFRM helped them localize landing pages, launch content on Zhihu, and set up a WeCom-based sales funnel with real-time support and demo scheduling. They also switched to Chinese invoicing and payment methods. Within five months, demo bookings tripled and their enterprise client close rate doubled.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
info@pltfrm.cn
www.pltfrm.cn
