Niche Customer Sales Tactics
Selling to Wholesale Distributors Businesses
The territory of wholesale distributors businesses is fertile ground for ramping up sales. With a careful strategy, your business can achieve financial success selling to wholesale distributors businesses.
Over the past several years, wholesale distributors businesses have experienced moderate growth rates compared to other businesses.
In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style � especially for companies that sell to wholesale distributors businesses.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for wholesale distributors businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Know the Competition
Companies who sell to wholesale distributors businesses face a fiercely competitive sales environment.
Although it may not seem like it, there are many other businesses that sell similar product lines. Subsequently, wholesale distributors businesses are bombarded with promotional messaging and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to differentiate your products and incorporate your unique product characteristics into your sales strategy. Although there are many ways to research your competitors, interactions with wholesale distributors businesses themselves may be the best source of information.
Strategies for Selling to Wholesale Distributors Businesses
Although there are exceptions, wholesale distributors businesses are always interested in products that help them better serve their customers.
Cost is a constant concern, but if wholesale distributors businesses believe a new product or line of products will significantly enhance their customers' experience, the quality of your products may be more important than the price.
Businesses that sell to wholesale distributors businesses need to also recognize the fact that wholesale distributors businesses aren't necessarily the beneficiaries of their products, so strategies that focus on enhancing customer experiences can give your company a competitive edge.
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