How to Attract More Wholesale Customers

BLOG How to Attract More Wholesale Customers

For wholesalers, marketing your products can be challenging. When selling B2B, business decision-making can be especially complex as your wholesale customers are looking for the best deal.

Happily, there are some simple strategies to promote your products by concentrating on effective online marketing and clever offline ideas too!

  1. Optimise your landing page

A landing page is the page your customers arrive on when they visit your website and as such, it serves as the first impression of your brand and products.

Creating a unique landing page for your new wholesale customers, designed purely to capture leads and push your customers down your sales funnel is essential!

The average landing page conversion rate is 26 percent and if you’re looking to increase that percentage, you’ll need to optimise your website for potential new wholesale customers.

Next week I’ll chat about how to make the perfect landing page.

  1. Strategically manage your pricing on the front end

Wholesale pricing is generally much cheaper than its retail equivalent but not all your customers will know this, so you can benefit from communicating this difference.

The best way to do this is easy! Simply display your wholesale prices on the front end of your website and show your customers exactly the deal they are getting!

  1. Send samples

Sending samples is my go-to wholesale marketing trick!

I send my products directly to the business decision-makers to grab their attention right from the start! Hopefully, it will secure them as a new ongoing wholesale customer.

You won’t need to rely on much technology or sophistication here. Simply curate a list of decision-makers, send them your products in a beautifully wrapped package, and follow up with calls within a week.

If your products are a great fit for them, they’ll likely be willing to discuss further options.

  1. Reach out to retailers directly

Simply talk to your wholesale customers directly!

When creating your wholesale marketing approach, there are two factors to consider;

    1. The first is finding ways to attract new wholesale customers to your business.
    2. The second is figuring out how to meet your potential clients where they already are.

I’ll give you some tips and tricks for approaching your customers in an upcoming blog.

  1. Demonstrate at trade shows

Generally speaking, the people who attend trade shows tend to be the decision-makers. They go to these events to find the newest products and the best deals.

This means industry trade shows are excellent opportunities — not only to advertise and promote your products and brand but also to make more sales.

Trade shows are a HUGE marketing strategy of their own and can be costly so you need to maximise your chances of making your sales from the get go;

    1. One way to do this is to offer free samples or special discounts.
    2. Additionally, you could demonstrate your products with interactive presentations.
    3. Use attention-grabbing strategies to catch the interest of new wholesale customers and convince them to buy.

I’ll be sharing my 2022 Guide for Wholesalers with you in the coming weeks.

  1. Word of Mouth!

 Simply ask your existing wholesale customers for referrals

Referrals are a great way to attract new business. They are first-hand recommendations from your existing wholesale customer base.

Referrals represent social proof, in fact, up to 92 percent of consumers trust recommendations from people they know. This effect can be amplified in wholesale business because the stakes are generally higher, and trust is a more significant concern.

Conclusion

Attracting a steady stream of prospective customers is a challenge almost all wholesale businesses face. With so many products on the market, it can be difficult to win and retain new wholesale customers. Luckily, using a few strategies can put you ahead of your competitors.

Do you have any questions about attracting new wholesale clients? I’d love to hear from you – email me at sarah@sarahjcross.com

If 2022 is your year to scale your Product Business, book a complimentary 30 minute call with me here to see if The Creative Product Institute is right for you.

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