Sales channels to reach your customers
Selling through retailers, wholesalers and other distributors
Selling through an intermediary may be a more cost-effective way of reaching your end-customers than selling to them directly.
If you are targeting business customers who prefer to deal with large suppliers, selling directly to them may not be a realistic option. Instead, you might aim to supply wholesalers who have existing relationships with those businesses.
If individual consumers buy low value quantities of your products, the best option might be to target retailers that sell similar products. Or you might choose to focus your efforts on a relatively small number of wholesalers who can in turn supply your products to many retailers.
Other distribution channels may also reach your end-customers. For example, technology suppliers often sell to resellers who can configure and install the technology to suit end-users’ particular needs.
Managing your distributors
You need distributors who will value your product. If they sell competing products, what will make them push yours?
Cheese retail marketing consultant
Think about how you set your prices. Distributors will be more enthusiastic if they can make a large profit – but setting too low a price will eat into your own margins.
Effective advertising and promotions can be vital. As well as marketing to the distributor, you can promote your products directly to end-customers. Distributors will be keener to stock and sell products that their customers are asking for.
The key terms of the supply relationship should be covered in a written contract. Key issues might include:
Cheese retail marketing consultant
how much stock the distributor will hold
what the distributor will do to promote your products
how quickly you can resupply and minimum order levels
whether the distributor has exclusive rights to your product (for example, in a particular territory)
what happens if either you or the distributor want to end the relationship
Business ideas, Marketing and sales , promotions and advertising ideas , articles
Content Marketing Done Right
Content Marketing Done Right
brianoconn
Social Media Marketing, Social Selling
October 15, 2015April 27, 2016
4 Minutes
Content marketing when done right can deliver exceptional results yet as many as 75% of marketing departments are doing content marketing the wrong way. One big and critical difference between content marketing and promotional marketing can be summed up in these two words: sharing versus telling.
Todays digital savvy buyers and educated consumers are ignoring traditional advertising and sales tactics like never before. They have become immune to brands telling them what to buy. Banner ads and online advertising are also feeling the heat with ad blocking technologies like AdBlock and AdDetctor helping consumers avoid advertising altogether. As one marketing agency stated Internet savvy people are more likely to sign up for a trip to Mars than click on some banner ads.
So, the logic would follow as buyers and consumers turn away from interruption ads online and are even using tools to nullify them, then marketing have responded to this challenge to ad weariness, right?
Ah no, this is unfortunately not always the case.
Marketing is contributing to Content Blindness
When developing content marketing strategies, over 75% of marketing leaders report that product mentions are a regular tactic in their content strategies. (The Economist Group). Marketing departments have responded to the move away from online advertising or ad blindnessby viewers and implemented content marketing tactics to counteract this decline in raising product awareness. However by flooding the social media networks with promotional lead content, they are in fact now encouraging content blindness.
The sharing of content has become a breeding ground for brand plugging and promotional stuffing. The result is audiences are now starting to see some content shared by brands as being deceiving, missing out on the fact that when you strip away the advertising pitch many of these brands have powerful stories to share.
Content marketing is primarily about sharing great stories and as you earn the audiences trust you can begin selling your products. The hard sales pitch tends to turn off potential customers, so rather going straight into selling mode, start with building trust and credibility through informative content that adds value.
Prior to publishing an article or blog post, ask the following questions:
Does the content offer real insights on a market or interest OTHER than plugging how great a product or service is?
Do the articles and blogs showcase the companys expertise by providing actionable tips or research based analysis?
If the answer is, Yes, to these questions, your content is ready to publish.
Hold on I hear you say, so if we work diligently to create content NOT to sell to our readers, then how do we use content marketing sell?
Well research shows that less is more, the least sales pitch orientated articles drive more sales when executed correctly. This is because the content will drive awareness (inform, educate, amuse, engage) and ultimately help prospects become qualified leads as they consider you as a viable purchasing option.
Any business can create a content marketing journey for their prospects and over time gently guide them to the solution to solve their problems: considering your product or service. But the patience and skill is you have to let them arrive at that conclusion at their own pace.
Educate Through Content Highlight Your Expertise
Real content marketing is about sharing thought leadership or research, addressing problems or market trends your customers or potential customers face. This stream of valuable content acts like a seed, planting the ideas which overtime grows into the realisation to prospects that they need your product or service.
The stark reality is that the press release route and publishing in-depth product descriptions serves only to create a wall between you and your audience. Audiences just tune out if they have not been primed with educational content before you go for the sale with sales content.
Also B2B buyers now use social media to research trends, reviews and ways to improve their business. This presents a great opportunity for marketers. But are B2B marketers missing the mark?
Well, the CMO Council studied how buyers viewed content published by business-to-business marketers. This quote may help focus your content strategy: Business to business buyers and influencers are turned off by self-serving, irrelevant, over-hyped, and overly technical content.
Still lots of B2B marketers think that content marketing almost like a Trojan horse, publishing product descriptions in the guise of content. But buyers constantly remind us they are not ready to be sold the moment they see some sales content. Their journey is about accessing content that understands their problems first.
So when publishing content on forums, LinkedIn or on the company blog, keep these best practices in mind:
Hold the sell. As most readers are looking to learn more about a topic, do not start bombarding them with promotional jabber. Content sharing focuses on engaging them through quality articles packed with valuable insights to encourage them to learn more. Remember, in the sales process it takes anywhere between three and thirteen interactions for a prospect to turn into a qualified lead, so starting a social conversation with a sales pitch baked in will chase away potential customers, so the goal is to get them to stick around to learn something.
Think of your audience, not your product. When creating and sharing content, always prioritise an audience first approach. What would the readers want to learn more about? What obstacles are they encountering and how can you overcome those? When you tap into your prospects needs and issues, you can create content that they can align themselves to and encourages them to continue the education process.
Become a valuable information resource. Publish helpful content on a consistent basis will give readers a reason to visit your blog time after time. Becoming a go-to resource is critical to building up followers and readers. I also suggest that carefully offering a white paper, e-book or case study to visitors is a way to gain more in-depth information.
As your journey into content marketing continues, remember that telling is not selling so put your audiences interests before your own. Content will only grow in quantity on the web, and the way to avoid content blindness and do it right is never use sales pitches disguised as articles. Instead focus on sharing your expertise and insights. Always write to benefit the reader. As time progresses readers will take note of your genuine approach to offering solutions and then will be happy to engage with the sales process.
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Published by brianoconn
Online Sales training programs and online sales training courses via The Digital Sales Institute. Passion for helping salespeople succeed in their sales career.
View all posts by brianoconn
Published
October 15, 2015April 27, 2016
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