Small businesses stand a huge chance of thriving when they find a suitable business-to-business client. There are companies that rely on other businesses to function. Some automobile companies don’t make everything themselves and thus they look for companies that make brakes, turbochargers and airbags for example. It’s just part of doing business that they find another company to buy products from that they need to also sell their own.
So it’s good news when a client wants to meet up and have an initial purchase meeting with you. This is a meeting in which they are essentially getting to know your products. They are going to be buying a couple or several designs and taking them back to test and evaluate. But it’s not a case of just turning up to give them the products and wave goodbye for now. You should try and seal the deal as much as you can when you go to this meeting.
Bring multiple variants
Bringing several different variants of the product type that the other company is interested in is extremely prudent. Just because they want a specific product doesn’t mean they won’t be interested in something similar that you produce. For example you might have a brand new product that has just been released but to which they are not aware of. They have their hopes set on another product that you sell and has already been established. That’s fine but you never know if an older or newer products might tickle their fancy instead of the current line. They can take back the products and do tests on them all giving you a higher chance of being accepted. This way they also won’t go anywhere else since you give them lots of different options.
Educate them well
Initial purchase meetings can be quite brief. After all a team has been sent from the business that is interested but they might not be executive employees. It could just be a simple reaching out party that does the usual meet and greet of their B2B face to face conversations with new clients. Okay that’s fine, but that doesn’t mean you can’t give them a presentation for the products they are buying right now. Their main goal is to take your products back and put them through their own stress tests just to see you are who you say you are. However, giving them additional information and showing them pictures and videos about how the product is made, why it was designed and how it can help their business is vital to winning them over before they have left the room.
Quick and easy
Instead of getting out a long boring contract, you can just allow them to pay from their company expenses card. Using a merchant solutions company like Empire Payments you simply take the wireless card machine with you. Switch it on when they are ready to pay and make the purchase quick and easy for them.
Initial purchase meetings are simple, they are for two teams to meet together to buy and sell a very small amount of products. However you can go the extra mile and work to seal the deal quicker than expected by doing these things.
