Unlike in the business-to-consumer (B2C) industry, where customers buy based on their emotions invoked by the brand’s story, advertisement, the company’s relationship with their prospects and customers, etc., in the B2B sector purchases are far more rational.
This doesn’t mean that decision-makers won’t be influenced by emotion but rather that they will make their choices mainly based on a thorough analysis of the quality of your products and services, taking into account factors like your prices, previous clients’ experiences with your company, the proposals you prepare for them, the condition of your website, and so much more.
1. Embrace modern technology
Boost your wholesale sales by joining a reliable professional platform to gain access to a large B2B wholesale marketplace where you can not only identify new clients and streamline the sales process but also discover potential business partners and research your competition.
For instance, if you own a clothing line, you can boost your sales immediately by investing in a platform already being used by reputable shops. Thanks to that, you can retain more clients because of the simplified purchasing, invoicing, and shipping processes made possible by the systems, as well as the elimination of costly errors like delivery delays and backorders.
Easy-to use-technology tools designed to help businesses meet their goals for a wide variety of different tasks are becoming necessary across industries, to stay in the game amid crazy competitive markets. And, whatever the task at hand, someone has probably already developed a SaaS solution (software as a service) that can help you out. As a result, the success of your company may depend on your readiness to invest in such technologies, as well as your ability to make informed decisions about the software tools you use to complete different tasks.
2. Identify decision-makers and build rapport with them
Within every company, there are many roles, fulfilled by different people, and as a business that sells in bulk to other businesses, you are well aware that not everyone you contact has a say when it comes to purchasing wholesale products.
Learning how to identify who has a key decision-making role in a company for various stages of the sales process, can make a huge difference in your capability to turn prospects into clients. Create a profile of your buyer persona by recognizing their qualities to develop a strategy and persuade them to acquire the products.
It’s also important to remember that, although your customers are other companies, you’re still interacting with individuals – people who, as we mentioned, will be influenced, at least on some level, by emotion. This is why it’s crucial to leave a great first impression and build a strong and meaningful relationship with them. To increase wholesale sales, you must monitor and manage how satisfied your customers currently are. By doing so, you can learn from your successes and fix your flaws, and fine-tune your sales processes.
Great leadership skills, decisiveness, a problem-solving mindset, and communication skills are some of the crucial characteristics of the person who will represent your company. However, first impressions aren’t solely formed based on the person or people the client will communicate with and the way they interact with them, but also on the quality of your business proposals, the condition of your website, the comprehensiveness of catalogs, and so on.
3. Maintain a great relationship with retailers
More product placements in retail locations mean more interest in purchasing from you. Maximizing the number of times your items are purchased by end users is a key part of increasing your business-to-business wholesale sales.
One way to do this is by making incentives such as financial compensation for spreading the word about your business. For instance, you can give the in-store personnel a bonus for promoting your products, or you can provide a referral program to encourage current clients to spread the word about your business.
Maintaining loyalty among your clients is essential to your business’s success. Offering loyalty programs, providing discounts, on-time deliveries, accurate information, streamlining the sales process, and so on are some of the factors that will influence this. Remember: happy consumers are a magnet for more clients.
