Designing a Smooth B2B Checkout Experience in Shopify
Jan 29, 2025
Why B2B Checkout on Shopify Feels Clunky
If you’re selling wholesale on Shopify, you’ve probably noticed that the checkout process isn’t exactly built for B2B transactions. Unlike a direct-to-consumer (D2C) sale where payment happens immediately, B2B orders often involve reviews, approvals, and payments happening outside of Shopify—sometimes weeks or months later.
Why It’s Hard to Get B2B Checkout Right
Orders Need Approval First
Many brands use Shopify’s draft orders to review pricing and discounts before confirming an order. But buyers? They expect an instant order confirmation.
The problem?
Buyers don’t always realize the order isn’t final yet.
It becomes impossible to integrate any form of payment into the checkout.
It slows down fulfillment and payment processing.
The Buyer Isn’t Always the Payer
In B2B / wholesale, the person placing the order isn’t usually the one making the payment. Instead, the Accounts Payable (AP) department handles that later.
The issue?
AP teams might not even know about the order until an invoice lands in their inbox.
Without clear steps, payments get delayed.
Buyers might not understand what happens next, leading to late or missed payments.
Most Wholesale Orders Are on Net Terms
A huge chunk of B2B purchases happen on Net 30, Net 60, or similar terms, meaning there’s no payment collected at checkout (and buyers aren’t going to input payment information at checkout anyway).
The result?
Since payment isn't collected upfront, Shopify’s standard checkout process doesn’t fit B2B workflows well.
Shopify Charges Extra for Third-Party Payment Options
Shopify Payments doesn’t support ACH payments, Bank Transfer or paper check, which many B2B brands prefer. If you use an external payment processor, you’re stuck paying extra transaction fees (0.15% - 2.0%) from Shopify if you want to embed this into your checkout.
This means:
Higher costs for businesses using ACH or other external payment methods.
More friction for brands trying to offer net terms.
How to Make B2B Checkout on Shopify Smoother
Since orders and payments are handled separately, you need to bridge the gap between checkout and payment processing. Here’s how:
Set Clear Expectations at Checkout
Make sure buyers know exactly what’s happening after they place an order.
If you use draft orders, let buyers know the order is pending approval.
If payments are handled externally, explain when and how invoices will be sent.
If buyers are on net terms, display the payment terms upfront.
📌 Example Checkout Message:
“Thanks for your order! Your invoice will be sent within 24 hours and is due in 30 days.”
Keep Buyers Informed Before Checkout
Prevent confusion by making payment terms clear before checkout.
Add a simple FAQ on net terms, ACH payments, and invoicing.
If your Shopify store has a login portal, display outstanding balances before checkout.
📌 Example:
A buyer logs into their wholesale portal (this can be external to Shopify) and sees:
💡 “You have 2 unpaid invoices totaling $5,600. Please settle overdue invoices before placing a new order.”
Show Outstanding Invoices at Checkout
Instead of forcing customers to check another platform, display unpaid invoices right at checkout.
Show a summary of outstanding invoices before completing a new order.
Add a Pay Now button to settle past balances.
Allow customers to apply credits toward their new order.
📌 Example:
Use a Shopify checkout extension that pulls invoice data from an AR automation platform (like Upsteer) and displays it at checkout.
Offer a Self-Serve Customer Portal
Since the buyer and payer are often different people, having a centralized portal helps both.
Let AP teams track invoices, orders, and payments in one place.
Send automated reminders for unpaid invoices.
Include a Pay Now button to make payments easier.
📌 Example:
Upsteer integrates with Shopify, allowing wholesale buyers to:
View all past orders and outstanding invoices.
Pay via ACH or other external methods.
Automate Payment Reminders
B2B payments can slip through the cracks. Automated email reminders help keep invoices on track.
Immediately after checkout – Send an email confirming the order with the buyer and an invoice to the individual or department paying that outlines the payment process.
Before the due date – Send a friendly reminder with a payment link.
If payment is late – Automate follow-ups with overdue notices.
📌 Example Email Flow:
1️⃣ Order Confirmation: “Your order is confirmed! Your invoice will be sent soon.”
2️⃣ Invoice Sent: “Here’s your invoice. Pay via ACH before [due date].”
3️⃣ Reminder: “Your invoice is due in 7 days—pay now to avoid late fees.”
The Takeaway: Bridge the Gap Between Orders & Payments
A great B2B checkout experience isn’t just about making it easy to place orders—it’s about ensuring a smooth payment process too.
By combining clear checkout messaging, automated reminders, and AR automation tools, brands can:
Reduce late payments.
Improve buyer experience.
Make it easier for AP teams to process payments on time.
This is where AR automation tools like Upsteer make a huge difference. By integrating order creation, invoice tracking, and payment reconciliation, you can create a seamless B2B checkout experience on Shopify.
