It seems like all of our Innovators are facing a dip in retail sales. While retail might be down, let’s lean into B2B sales. Here are some tips that might be helpful in increasing B2B revenue:
- Follow up on house account potential upsells – if you’re not, you’re likely leaving money on the table!
- Owners need to make sure that they’re managing B2B Sales folks – ask them questions. You’re supporting them and making sure they get commissions to hit their goals. Weekly check-ins might be helpful.
- B2B feel like they’re on an island – have a team of people to share success while still having their autonomy.
- Devote one day a week to go out in the community and head to job sites to check-in with your clients, relationships are everything and guarantee of delivery is more important than pricing for customers.
- B2B customers like to be treated like VIPs – drop everything when they call to ask for something. You don’t have to discount to be competitive in the industry, you just have to have the best customer service. Things like same-day delivery, separate entrances in your store for contractors, always having snacks or hot coffee ready, and some customers having personal cell phone numbers on speed dial!
- Follow through on promises and manage expectation
- Follow up on house account potential upsells – if you’re not, you’re likely leaving money on the table!
- How about pick up and drop off of rental equipment – you can even charge a premium for this service. More often than now, it’s about convenience, not the dollar value.
We hope this list helps bring more revenue into your store!