How you interact with your b2b customers is different from how you would interact with b2c customers. In addition, the strategies you need to market to them are entirely different and unique. Your sales strategy and customer service should be specifically focused too. Let’s take a closer look at a few helpful tips that will guide you to develop stronger wholesale b2b relationships.
Establish Your Target Audience
In order to hold on to the right types of business relationships you must hone in on your niche. This likely will include exact companies or cities to target. You have to narrow down what your niche customer base needs. Understanding of your customer’s needs is what is going to make your products better. This also allows for better quality service. As a result, it provides you with more information on what they are looking for and how to approach them to make purchases from you in the long-term.
Establish Yourself As A Leader In Your Industry
When you connect with other businesses don’t be afraid to demonstrate to them that you are an expert. It’s likely that businesses in your field already have a detailed knowledge of their products, suppliers, and manufacturers. You want to be the go-to source for information in your field.
Show them your product is the best by having key technical talking points. Educate them as well by showing what you know. You want the businesses you interact with to know that you are the leading expert in your company’s product. This also helps b2b customers to understand your business a bit better and why they should want to work with you.
Get References From Satisfied Customers
Having a reference from a previous company that was satisfied working with you goes a long way. This establishes integrity and trust in your ability to deliver. A potential b2b customer is more likely to work with someone if they see previous results. This also helps you to build stronger relationships with your current customers. Being able to communicate on this other level will improve your customer relationships and encourage new ones.
The references you acquire should reflect not only how great your product is, but the knowledge you have as an industry expert. These references should be selling your business with the end goal of a long-term relationship in mind. This solidifies the assurance that operational efficiency is in place and something you deliver consistently. B2B customers feel better having that peace of mind and will be more likely to work with you.
Be Prepared For It To Take Longer To Make A Sale
Typically with b2b sales, you’ll have to talk with many different people before getting that purchase. Remember that one wholesaler can be all you need to make a profit. If you develop that relationship fully, they will likely work with you long-term. That’s security for your business with one customer. Marketing to all of these people in the chain-of-command can be a lot of work, but it will pay off with a profitable partnership. There’s a lot of things to consider when marketing to another business to sell to their customers. Be patient and you will definitely see the results.
Repeat Purchases Are Key
Having repeating business is especially important for building wholesale relationships. Most of the profits for b2b transactions comes not from multiple one-time purchases, but a smaller number of long-term contracts. Developing these relationships with existing customers is what’s going to lock down profits. These buyers will trust you and keep coming back to you for business. In this way your purchase orders will stay consistent.
Consistency is the best thing to have in the wholesale industry. With a centralized inventory management system you can keep these purchase orders organized. You will also have access to all of the customer information you need when reaching out to buyers. Keeping this information organized is crucial for improving communication and nurturing long-term relationships.
Customer Service Is Different For B2B Relationships
In the b2c industry customer service is typically only needed when the customer has already made a purchase, or when they encounter a problem with their purchase. In b2b relationships, customer service will be needed at every point of the sales transaction. Be prepared to answer any questions the buyer may have before, during, or after the purchase. Make sure that you’re available to help them at any point in making an informed decision. The buyer should have the ability to communicate by email, phone, or in person. Being available to their needs will further establish your business as a trusted source of information.
In conclusion, I hope you’ll take these tips into consideration before you approach your next potential wholesale clients. If you at least have these key points in mind, you’ll establish your business as a source of integrity in the industry. As a trusted business, you will definitely secure the long-term clients to propel your success even further in the wholesale e-commerce ecosystem.
