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Some of the most successful gift basket companies have performed well due to their ability to attract customers from the corporate world and serve them regularly. In this article, we look at why this market sector can be a great target group and some ways you can market your gift baskets for this group.
Businesses often have to give gifts for a variety of reasons, such as showing appreciation to employees, customers, or suppliers. Gifts can help build stronger relationships and can help ease tension if difficulties arise between the company and another party. A gift basket is the ideal gift as it solves the problem of “what to buy?” and the ordering, payment and delivery process is generally simplified.
The great thing about corporate clients is that they will typically shop from you year round for a variety of occasions. The consumer market, on the other hand, is mostly made up of one-time shoppers who will buy from you from time to time. So a good client in the business world can give you ten or twenty times more business than a regular client.
If you advertise well, you may find that corporate customers will come to you, but the most likely scenario is that you will have to go and get them. Getting leads can be difficult, and if you’re unable to use a personal connection with someone in the company, you’re left with telemarketing or other types of direct marketing to get in. One way is to simply drop off a free “with compliments” cart and hope they like it and use your services in the future.
Once you have interested potential customers, you need to put your sales process in place. Refine a sales process over time and make changes until you have a winning system for turning prospects into accounts. Remember to treat each case differently, listen to each client’s specific needs and try to offer a solution that is exactly what they are looking for.
Other common sales tips are looking for decision makers, trying to read body language, and knowing how to close a deal when the time is right.
Most businesses will choose only one gift basket supplier and work with them for many years if the level of service and quality remains high. A contract isn’t usually necessary, but you should always stick to your word and the promises of your brands.
Once you’ve secured an account, you can start building a long-term relationship with a client. It is important to maintain high standards when dealing with the customer, such as answering or responding to calls or emails promptly and making sure that all of their orders are received correctly and delivered on time. Keep a file on each customer and write down their specific preferences so there is no confusion. Don’t give them any excuses to switch to one of your competitors.
One of the avenues to success in the gift basket industry is through corporate customers, and this industry can account for over 50% of annual revenue for some market players. Deciding to pursue the business market with your products could prove to be very profitable for your business if you do it wisely and professionally.
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