Don’t Keep Your Products a Secret!
Your products are ready, the brochure is complete, you have set your prices at the right price point, and you have taken time to identify your ideal stockists.
Now, the next step is to get yourself out there! Don’t be shy at this point, as you have invested a great deal of time, money, and effort into this.
Follow our 4-step approach to getting your products in front of stockists and either get them added to your mailing list or better still, on your stockists list!
The Four Steps to More Sales
- Step 1 – Make it personal: Get the buyer’s name before sending an email to personalise it and ensure it reaches the correct person.
- Step 2 – Send an introduction email: Introduce yourself, your company, and your products. The email should include good, relatable imagery, and easily accessible links to your brochure and your trade website, and always ask if they would like a sample.
- Step 3 – The Follow-up: Do this with a phone call – ask to speak to the buyer, as they are the decision-maker. You need to be patient here as you may not always get through to them the first time. We appreciate that cold calling may seem old-fashioned, but it’s a direct approach that works well in industries like wholesale, where relationships are crucial. (If you are not able to get hold of the buyer after a couple of calls send a follow-up email.)
- Step 4 – Keeping in Touch: If you fail to talk to the buyer, send a third email asking if they would like to go onto the mailing list.
Finally
Not all prospects will convert into customers immediately. Some may take weeks, months or even years before they are ready to place an order. Nurturing your leads with regular follow-ups and providing value over time is key:
- Send Regular Newsletters: Share product updates, success stories, or industry trends to keep your company top-of-mind for prospects.
- Offer Exclusive Discounts or Promotions: Occasionally, offer special deals to those who have shown an interest in the past to try and get them on board.
- Be Persistent but Respectful: If a lead says they aren’t interested right now, ask if you can follow up in a few months. Sometimes, timing is the only obstacle to closing the sale.
Lead nurturing helps build a relationship of trust and increases the chances of converting prospects over time so please stay in touch.
