Wholesale Buyers Versus Retail Customers
Are wholesale buyers and retail customers really different? Frankly, there are two answers to this question: yes and no. Yes, because they are different from the buyers and those selling to buyers' point of view and no, because the principles that apply are the same for both types of buying. There is only one real difference, aside that one buys at wholesale prices and the other at retail prices, and that is that wholesale buyers are looking for a selection of items to fill a space or their customers' needs, while retail buyers are looking for one item to fill a space or need. When there isn't any space that needs filling either now or in the future, the customer won't be interested in what you have for sale, which means zero sales. Both wholesale and retail buyers are looking for things that can be either complementary or in contrast to what the are doing or they already have. It is rather a combination of the two (contrast/complementary or complementary/contrast) than a case of complementary or contrast. Contrast/complementary means it's different to what they are doing or they have, but will fit in with other things, while complementary/contrast means it's like what they are doing or already have and yet it's different. If there is a high contrast and it doesn't fit in or if it's exactly what they have, they most likely won't buy. There are two things you will have to do to determine if buyers are in a contrast/complementary or complementary/contrast buying situations. First of all, listen to what customers say and think about these two things: why they are asking the question that way and where they got the idea that generated the question. This is called "listening between the lines". Often, through their questions, customers will tell you what they are looking for. In case they don't, ask them yourself. It helps you by showing interest in what they are doing and their answers will help you make your presentation. Plus, since you know that they are looking for something to fill a need or hole, it becomes much easier to relate to customers' needs. The second way to detect their situation is to have customers talk about their favorite subject themselves. Encourage wholesale customers to talk about their shop/gallery, what they have been doing lately, etc. As for the retail customers, get them to talk about the other craft works they currently own and enjoy. Often they will talk about the things that they feel very good about. Sometimes they will talk about the things that they don't feel very good about, but they will do it as a way of saying they won't repeat that mistake. Sales will be made when customers understand how the merchandise you are selling fits into what they are doing, planning to do, or would like to do, so apply the contrast/complementary - complementary/contrast theory to what they are contemplating buying. Mitech Trading is the leading source and supplier of discount merchandise, and with most of the world as their marketplace, this company provide a good opportunity for dealers to run a profitable business. For more info please visit http://www.mitechtrading.com
Related News
|
 |
|
|
RELATED ARTICLES
Get Customers to Stop Calling You--12 Easy Ways to Save Money with Online Customer Support
Despite rumors to the contrary, the Web is not dead. More people are using it,
they have faster bandwidth, and in many cases Net-time is taking over TV-
time. It's no wonder more users are turning to the Net for help, rather than the
telephone. So why not take advantage by offering your customers help online
after the sale? Given that the average customer care call is $33, it's a great way
to please customers that prefer the Web over a phone queue and save money
too.
Keeping Clients Happy Keeps them Coming Back
Whether you are a seasoned small business professional, or you have just opened your doors to new clients, your marketing strategy should not only involve bringing in new business, it should also include keeping your current clients, your most important asset, happy and coming back for more or referring your services.
Dealing with Disgruntled Customers
No matter how hard you try, in business you simply can't please everyone. You could have a highly trained customer service squadron and an award-winning product, but still you'd have some buyers who just weren't happy. The bad news is that unhappy customers are more eager to share their experiences than happy ones which could spell disaster for your business.
Are You Giving Your Customers Enough Reasons To Return To Your Business?
Good customer service just isn't enough anymore in the marketplace in which we live. Times are changing and business owners are learning that they need to create such an awesome customer loyalty program that they are always at the forefront of their customers' minds on a regular basis.
What Every Manager Should Know About How to Win the Loyalty of Customers
Dr. Michael LeBoeuf, in his cassette album entitled, Win Customers and Keep Them for Life presents twelve principles that will transform the workplace into a customer-driven, highly motivational team. Dr. LeBoeuf's program goes like this:
Under Promise & Over Perform: The Art of Managing Customer Expectations
I'll always feel warmly about Conrad's restaurant, in Glendale, California.
When a Customer Has Done Everything to Get Your Goat
You try to make your customers happy. You sincerely WANT them to be pleased with your products and service. You go out of your way to provide quality and integrity in everything you do.
How to Walk the Floor and Talk to Customers
This may seem a strange topic to introduce. Yet, it is the most under-used skill by many retail managers, but one of the most important roles in their supervision.
It?s Customer Service Stupid: Delivering Customer Service Training That Sticks
"Society is always taken by surprise at any new example of common sense."
Improving Customer Service
Improving customer service starts at the top - with us owners and managers. We need to be living pictures of how we want our staff to treat customers. Having 10 plus years operating, owning and working in the food business and being a customer myself, I know what good customer service looks like. If I don't place a high value on the best customer service possible, then my staff won't make it a priority either.
Tips for Curing Bad Customer Service
Bad customer service is everywhere these days - unmanned front desks, surly servers, clueless staff, employees talking on the phone, and managers who refuse to acknowledge a customer. It's no longer an exception ... poor service has become the norm.
From Scowl to Smile: 5 Practical Steps to Instill Exceptional Customer Service
Whether in a restaurant, a retail establishment, or the local post office, we have all experienced a decline in customer service. Rarely do smiling, happy employees interact with us anymore. Instead, the person we are dealing with in face-to-face relationships does not even attempt to feign a smile, but rather greets us with a scowl, completely avoids eye contact with us, and grudgingly mutters responses to our requests and questions.
When did customer service cease to exist? Why is it suddenly so difficult for employees to show customers some common courtesy along with a little friendliness? Have we ventured so far from the service standards of yesteryear and become so shortsighted that we refuse to treat others as we would want to be treated ourselves?
Be A Resource
What is one of the greatest ways to add value to your business? Nope, it's not giving away free merchandise, offering special discounts, or even creating a preferred customer club. One of the most valuable commodities that you can provide your customers is INFORMATION.
Clients?Do You Really Need Them?
Running a successful business takes a lot of energy and there are so many areas that as a business owner you need to pay attention too.
A New Way To Handle Complaints, Or Is It?
What a lot of money we have been wasting on dealing with customer complaints.
To Complain and Win! - My Personal Recipe
Prime directive: Make sure your claim is reasonable! Otherwise, forget it.
Restaurant Scheduling for Success
- Excerpt from Richard Saporito's latest e-book "How to Improve Dining Room Service"
Automating Your Help Desk Workflow
Do you know you can open, answer, close and report help desk information without human intervention?
Whats For Lunch?
As an entrepreneur, I'm always intrigued by small businesses, home-based or not, that exceed the expectations of their customers in a big way.
How To Build Stellar Client Relationships
Your opportunity to build a stellar client relationship starts with managing the gap between your perception of how things are going and your client's.
|
