Wholesale is an important sales channel for continued growth. If you’ve been selling wholesale or considered selling more wholesale you know that the sales cycle, the time it takes to close a sale, can take a long time. Sometimes too long. Let’s say you’ve got prospects in your pipeline, but they need to close for you to make your sales targets by the end of the month. How do you accelerate the wholesale pipeline?
In order to close the sales faster, you need to speed up the sales process by doing a better job in lead scoring, knowing your target customers’ interests and pain points, and building a relationship through lead nurturing.
A lot of specialty coffee industry companies use distributors and reseller partners to deliver their message and their goods to the end-customer in various B2B channels: Cafe, OCS, grocery, gourmet, restaurant, vending, c-stores, club stores, online resellers. However, many find that their partners are often lacking in driving new business and that they’re just handling that which is given to them.
At SOS, we work with clients to increase distributor sell through. Here are some useful tips we have learned.Continue reading →
Research suggests only one in 50 deals are struck at a first meeting, yet many sales people give up after just one or two knock-backs. Perseverance will give you a major edge on competitors.
You can sometimes be so close to your business that you can miss the simple solutions for growing it, where the greatest opportunities often lie. Solutions that are blindingly obvious, once you’re aware of them – but are amongst the best kept secrets on the planet if you’re not.
For example: Only 2% of sales occur at a first meeting
People in business often hope and expect to do business the first time they meet a prospect. Yet studies reveal that only 2% of sales occur when two parties meet for the first time.
The 2% who buy at a first meeting tend to be people who have already looked into the subject matter, and already know what they’re looking for. If they meet someone who ticks all the right boxes and they get on well, then business may well be transacted. But that is far from the norm. The other 98% will only buy once a certain level of trust has been built up.Continue reading →
Stop using emails for marketing if you’re not willing to commit to using Best Practices and a consistent, frequent, and well crafted program.
Email marketing works. In fact, email marketing is 40 times more effective at acquiring new customers than social media and traditional forms of media including print and shows.
The fact is you wouldn’t get tons of emails everyday if companies didn’t find them effective. Home-goods retailer Williams-Sonoma reported a tenfold improvement in new customer acquisition by adopting a frequent well conceived e-mail program. Here are a couple of best practices tips:
START IT WITH A GOOD SUBJECT LINE 33% of email recipients open email based on subject line. Subject line is basically what your readers will first see. It needs to be catchy, and at the same time, in line with your real message, because your real goal is not just to have your email opened, but to make your readers engage with you. The best email subject lines are short, descriptive, and provide readers with a reason to explore message further. Keep it simple and to the point.Continue reading →