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Entrepreneurs – Selling The Benefits Of Your Products To Your Wholesalers
Written by: Lee ListerArticle Overview: Do you know in my heart that the products you sell can greatly benefit your customers but are struggling to get companies to believe in what you do. Do you want to increase your customer base and sell more to your existing customers?
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Entrepreneurs – Selling The Benefits Of Your Products To Your Wholesalers
Do you know in my heart that the products you sell can greatly benefit your customers but are struggling to get companies to believe in what you do. Do you want to increase your customer base and sell more to your existing customers?
You need two great advantages that you should work on. You need to know what the benefits of your products are and what your wholesalers want.
With respect to your understanding the benefits of your products. There is an old saying in marketing “You don’t sell the steak you sell the sizzle”. Which briefly means that you don’t sell the product you sell the benefits of the product or what the product can do for someone or how it makes them feel if they use your product.
Look at car adverts – they don’t sell the car they sell the lifestyle that you will get from buying the car! Look at hair product adverts – they sell how you will feel when you use the product. Now I know that your products may not be as glamorous – but there must be a reason why people want to buy them.
People buy your products, if you are solving a problem – meeting a need or making their life better. So find out what needs they solve or how they make people’s life better.
Help your wholesalers – they are in the middle and they will only buy from you – if people buy your goods from them. So sit down and list 3 – 5 benefits for each of your products. Make these benefits central to your sales talk and put them on your marketing details. Put them on your packaging etc if you repackage.
Now look at what your buyers want. Is it quick service – the ability to buy odd amounts, you stock unusual items etc. Well you get the idea.
Is there something that the wholesalers want that you don’t do at the moment? Perhaps you can do this for them?
Once you’ve looked at all the benefits of using your company and buying your specific products. Then make them a feature of your marketing materials and your sales calls.
With respect to how to increase your customer base? Think like a lion – they catch hoofed animals to eat – but they often run faster than the lion can. Lions have learnt that the best place to catch food is at watering holes. This is where these animals have to congregate each day. So your challenge is to find your own watering hole. Where do your potential customers congregate? Where do they go often and where can you find them? A trade show is always a good start, trade magazines, a certain area of a town, a web site directory etc. Put your advertising and yourself where your potential customers are.
With respect to contacting your potential buyers – make an appointment to see a few in the next month. Ask them what they would want from your company and leave a few samples and a brochure. If you go in – offering to solve a problem for them – then you might have more success. Also try and sell more to existing customers using the same technique.
Good luck.
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About the Author: Lee Lister RSS for Lee's articles - Visit Lee's website  From an early age she began an unparalleled journey through business consulting that continues to span across the UK, USA, Europe and Asia. She has consulted for a considerable number of companies all over the world. Specialising in business change management, start up consultancy and trouble shooting. Lee's experience in marketing and internet marketing is also keenly sought after. She is a prolific published writer of books, ebooks and articles and can easily be found on major search engine and Amazon. Her books include: FastTrack Bid Management, Proposal Writing For Smaller Businesses, How Much Does It Cost To Start A Business, Entrepreneur's Apprentice and a series of Start My New Business books that do as they say in the title! Her major web sites are: Click here to visit Lee's website   Want Your Linking Campaign To Be Effective And Painless Investors in your business are they the best solution for your funding problems Two Totally Different Services From One Company Heres How To Market Them Effectively AdSense is it all that the hype says it is Entrepreneurs Have You Got What It Takes To Succeed |
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