With the holiday shopping season getting closer every day, it’s just as crucial for B2B and wholesale retailers to start preparing as it is for B2C retailers. This is a great opportunity to not only increase your immediate sales to help your customers prepare for their expected volume, but expand your customer base and build repeat business. Here are 5 key tips to help you start marketing towards these goals.
1. It’s never too early to prepare
Your customers are going to be preparing their sales, inventory, and marketing plans well in advance of the shopping season, so your marketing planning and efforts need to be in place early enough to meet their needs and influence their decisions for their holiday offerings.
2. Sell your customers on how to sell their customers
The holiday season is the most hectic time of the year for B2C retailers, so taking steps to make their life easier positions you as a more attractive vendor. Don’t just communicate your offerings to your customers, but provide materials to help them with their marketing to drive sales of your products. If your customers know that when they order from you, they will also receive marketing examples, strong product descriptions, and images they can use in their marketing, the value you provide goes above and beyond good pricing.
3. Be prepared for volume
If you’re going to market to large-volume transactions, be sure that you can meet those needs. This means not only having sufficient inventory to meet your customers’ needs, but the staffing to ensure that you are able to meet your order commitments. Failing customers in this area is one of the quickest ways to lose customers to your competitors.
4. Scope out your competition
With large amounts of money at stake, it’s more important than ever to be aware of your competition. Find out how other companies are positioning themselves with their offerings and marketing so that you can tailor your efforts to stand out. Look for any marketing avenues or target markets your competitors are not engaging so you can expand into those areas. Don’t just be willing to be flexible—anticipate how to respond to your competition and be willing to change your strategy to remain on top!
5. Nurture new customers
Direct retailers are planning to increase sales volume of existing products, but they will also be looking for new and attractive product offerings to include in their holiday sales. Design a marketing and nurturing strategy to convert first-time customers you acquire during this time into recurring customers with the potential to become long-term sources of revenue.
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