Getting the first retailer who will sell your products might look like a daunting task. Making the first move towards landing a wholesale deal is not easy. Retailers have certain requirements before they start selling your products in their stores.
Your responsibility doesn’t end after retailers approve to display your products; you should help them sell your products. In this post, we will discuss how you can help retailers in selling your products.
What Do Retailers Want To Help Them Sell Your Products
1. Sales and Marketing Plan
As a manufacturer or supplier, one of your responsibilities to retailers is to initiate and implement a marketing strategy to get consumers to buy the products. You should have a sales and marketing plan to present to retailers. Having a long-term plan on hand also indicates stability and reliability as a supplier which is a huge plus.
According to Small Business, “Your presentation should cover key facts such as the target market for your product, reasons why the product will appeal, selling price and discount levels, the volume that you can supply, and merchandise or other promotional support that you will offer.”
2. Build Your Brand
Brand recognition is also very important in the ever-competitive market. Retailers want to sell products that their customers are keen to buy. If your products are already known, retailers will not have a difficult time in selling the products since customers are already looking for them.
To do that, promote your products online through social media and blogs. Build your brand by building a solid following on Facebook, Instagram, Twitter, Youtube, Pinterest and other social media channels. Establish and promote your products online by also having a website and hosting your own blog. Implement growth hacking strategies to spread the word about your products.
3. Create Visuals and Videos
In marketing to consumers, visuals and videos are one of the most effective ways to get attention. For one, visuals and videos are easily shared via social media. Going viral online is one of the top marketing strategies to get the word out about your products and get people to talk about them. Read our post on the 8 Reasons why videos are now important for product pages.
4. Marketing Materials
Retailers also need to have quality marketing materials in order to sell to their customers. Especially for online retailers, you need to provide them high-quality product images, great product descriptions, retail pricing, product warranty and other necessary details. You can also provide banner ads that advertise the products online and offline.
The product line sheet gives a quick overview of what you have to offer as follows:
- High-quality product images
- Catchy product descriptions
- SKU product code
- Ordering processes
- Patents if applicable
- Customer Testimonials
- Awards and Media Coverage, if applicable
- Company Name
- Contact information i.e. email address, phone and mobile number, and office address
We made a post on the 7 Marketing Materials that you need to provide wholesale customers.
Marketing materials, specifically product descriptions, should sell your product by listing the benefits that customers can get in buying your product.
As explained by The Launch Coach, “Your job is NOT to sell your product but to sell the outcome that your customers want. Outcomes are the primary thing they care about, and it’s your job to show them that they can have those outcomes via your product.”
Aside from this, you need to provide brochures and product catalogs especially for retailers who have physical stores. You can also provide a copy of positive customer reviews, awards, and coverage from prominent media outlets. Another plus is product videos that show off your products.
Want to know how to make great product descriptions? Read our post on 9 Sure- Fire Ways to make product descriptions that convert.
5. Product Samples
Although this is not compulsory, preparing product samples to give away to customers is a great way to sell and promote your products. Make sure to calculate your ROI in order not to incur losses. This really depends on the marketing strategy.
If your product is new to the market, giving product samples will be beneficial in generating product demand.
Depending on your arrangement with the retailer, you can also offer dropshipping. You will be responsible for the logistics and shipping of the products directly to customers; while the retailers are the ones that displayed and sold the products to the said customers.
Wholesale retailers have expectations in dropshipping as follows:
- Responsive Online Store
- Trust and Credibility
- Correctness of Shipment
- Provide Information and Materials
- Customer Service
- Clear Terms and Conditions
- Fast Delivery Time
We made a post on what wholesale buyers expect from your dropshipping operations here.
7. Customer Service and Excellent Communication Line
It is also expected that problems will crop up along the way. That’s why providing excellent customer service goes a long way for retailers. You need to have well-trained employees that will respond to queries, complaints, comments and suggestions from retailers. You need to be able to quickly troubleshoot and solve the problems encountered by retailers. Don’t hesitate to ask feedback from retailers as to the quality of your products and services in order to better serve them. Go the extra mile by maintaining constant communication with retailers.
8. Great Packaging
If you have a great product but lousy packaging, you are hurting your sales and brand. Packaging includes the product design, the box, and the brand label. You may reason out that the packaging doesn’t matter since it’s the product that matters, you’re wrong and it’s time to change how you think.
Packaging plays an important role in the shopping experience. From the time the package arrives in the doorsteps of the customer to the unboxing of the package and holding the products, all of this factors into the overall satisfaction of the customer. Having a high satisfaction rating from customers will boost sales and give you more repeat buyers.
Wondering how to make the box look appealing to customers? Read our post on the 5 Design Tips to make the packaging interesting.
9. Product Delivery
Since retailers are also businesspeople like you, they also value time and efficiency. By saying that, fast turnaround time of product delivery is also very important for retailers.
Make sure that the products delivered are in good conditions with no defects whatsoever and have arrived on schedule. Delivering the products on time is vital in establishing good working relationships with retailers. Late deliveries is a major no-no for retailers and also paints a negative picture on your brand as a whole. Shipping problems can cause retailers to look for other suppliers.