We know it, B2B buyers are extremely well informed, and ...hassled. He or she already knows you, through your activity on social networks, or by your distribution at hier/her competitors. What is interesting and will make a difference, is how you will provide personalised and consistant information about your products, and efficient tools to help him/her to do a selection on point, and succeed with merchandising.
On your side, your sales campaign is coming or already in full swing, your line sheets are not ready yet. You nonetheless want to contact and work on your prospection, with targeted retailers who will be the perfect ambassadors for your brand. You also want to develop your current customers loyalty, and provide them high-quality service.
Start with your line sheets. You usually work on your line sheets in a very short period of time, with an Excel, that you provide to your sellers and agents. They don't look as good as you wish, and they generates tons of mistakes all along the season? Start your prospection by generating beautiful automated line sheets, that you will update simply online anytime you need. Our clients propose a high-end commercial experience to their team and buyers, with different views and collection displays (by look, by fabrics, e-commerce view, Excel with pictures, etc.)
1. Centralise your buyers database
Brands often stock their buyers data in an Excel file. It is convenient... but not very safe, and it doesn't bring you the transparency you would need. Our clients import their buyers database with a simple .csv file in Le New Black, and enjoy a light CRM system to stock, modify, remove their data, along with their buyers activity history (sales, audience). They quickly access their sales and shipping terms, create groups of customers, link a specific price grid or agent etc.
This crucial first step allows you to increase your knowledge about your retailers, clarify the organisation of your sales team, and improve the follow-up of your prospects and clients. No more risk to lose data!
2. Personalise your prospection
Before every trade show or showroom, you send an emailing to your prospects and buyers, through platforms such as Mailchimp, or by email. This is better than nothing, but it doesn't bring you the transparency you need for a proper follow-up. Also, B2B buyers receive thousands of generic emailings.
Our brands send personalised invitations, selections of products. And because it is centralised, they can follow up the opening rates, most-seen products etc., and provide the perfect complementary information to their buyers, according to their needs or taste.
Invite your buyer to a specific event. By clicking on the invitation, the buyer will access your online showroom and browse your digital line sheet to discover your collection!
Send to your buyer or prospect a customised selection of products, according to his/her taste, location, brand assortment etc. Once at the showroom, you will prepare the selection on a rack before the appointment, so your buyer and yourself shorten the appointment by 30%! Quantities can be confirmed directly at the showroom or later online.
Centralise your buyers data and use digital prospection tools allow you to enjoy live audience reports. You will understand what your buyer saw, what he/she liked (pages, products etc.). You also access aggregated data by country, collection etc.
Live analytics help you to assist your buyer in the most efficient and accurate way, and provide him with the information he needs.
Contact our team today to learn more about our prospection tools! firstname.lastname@example.org // www.lenewblack.com