Wholesale Buyers Versus Retail Customers

Are wholesale buyers and retail customers really different? Frankly, there are two answers to this question: yes and no. Yes, because they are different from the buyers and those selling to buyers' point of view and no, because the principles that apply are the same for both types of buying.

There is only one real difference, aside that one buys at wholesale prices and the other at retail prices, and that is that wholesale buyers are looking for a selection of items to fill a space or their customers' needs, while retail buyers are looking for one item to fill a space or need. When there isn't any space that needs filling either now or in the future, the customer won't be interested in what you have for sale, which means zero sales.

Both wholesale and retail buyers are looking for things that can be either complementary or in contrast to what the are doing or they already have. It is rather a combination of the two (contrast/complementary or complementary/contrast) than a case of complementary or contrast.

Contrast/complementary means it's different to what they are doing or they have, but will fit in with other things, while complementary/contrast means it's like what they are doing or already have and yet it's different. If there is a high contrast and it doesn't fit in or if it's exactly what they have, they most likely won't buy.

There are two things you will have to do to determine if buyers are in a contrast/complementary or complementary/contrast buying situations. First of all, listen to what customers say and think about these two things: why they are asking the question that way and where they got the idea that generated the question. This is called "listening between the lines". Often, through their questions, customers will tell you what they are looking for. In case they don't, ask them yourself. It helps you by showing interest in what they are doing and their answers will help you make your presentation. Plus, since you know that they are looking for something to fill a need or hole, it becomes much easier to relate to customers' needs.

The second way to detect their situation is to have customers talk about their favorite subject themselves. Encourage wholesale customers to talk about their shop/gallery, what they have been doing lately, etc. As for the retail customers, get them to talk about the other craft works they currently own and enjoy. Often they will talk about the things that they feel very good about. Sometimes they will talk about the things that they don't feel very good about, but they will do it as a way of saying they won't repeat that mistake.

Sales will be made when customers understand how the merchandise you are selling fits into what they are doing, planning to do, or would like to do, so apply the contrast/complementary - complementary/contrast theory to what they are contemplating buying.

Mitech Trading is the leading source and supplier of discount merchandise, and with most of the world as their marketplace, this company provide a good opportunity for dealers to run a profitable business. For more info please visit http://www.mitechtrading.com

---

Learn to Anticipate Your Customers Needs

This morning I was having breakfast with my good friend... Read More

Profit from a Customer Service Recovery Program

A client recently said to me: "Most days things seem... Read More

Creating the Right ?Viral Reputation?

Unless you are brand new to business, or have been... Read More

Complaints Are Actually A Good Thing!

Nobody likes to get complaints. They make you question your... Read More

From Disgruntled to Champion - How to Turn an Unhappy Client Into Your Best Customer

It's a salesperson's worst nightmare- the phone call that comes... Read More

Dealing with People - Words to Avoid

You probably realise how the wrong tone of voice and... Read More

Handling Angry Clients

What do you do when your client gets mad at... Read More

How To Kick Your Customer Service Up A Notch!

Welcome to the inaugural issue of Human Tech Tips --... Read More

From Scowl to Smile: 5 Practical Steps to Instill Exceptional Customer Service

Whether in a restaurant, a retail establishment, or the local... Read More

Customer Service - Winning Customer Experiences

Winning Customer ExperiencesMuch research has been done on what the... Read More

Passing the After-Sales Test

Some time ago a major UK food retailer decided to... Read More

Whats Love Got To Do With It?

Customer Loyalty, we all want it. Don't we?Some people say... Read More

If Everyone Thinks They Give Good Service, Why Do We As Customers Think Its Poor!

First of all let's look at what customer service is... Read More

Dont Be Afraid To Give Problem Customers The Boot

Q: In a recent column you made the point that... Read More

Customer Service Is More Than Just Being Nice To People

Many organizations tackle to the issue of customer service by... Read More

Breaking the Ice and Winning Over the Client!

Wherever you turn these days you'll find articles covering every... Read More

How to Easily Increase Your Profits

Do you remember the last time you went into a... Read More

Create a Positive, Upbeat, Can-Do Workforce and Dazzle the Customer with Your Caring!

Given the choice of dealing with a positive, upbeat employee... Read More

Service Equals Performance Equals Service

Service can be described as a "performance" of some kind... Read More

Call Center Services - An Ever Increasing Demand

Are your company's call center services all that they could... Read More

Is Your CRM (Customer Relationship Management) System Doomed To Fail?

"Right, People. Let's blast out that mail campaign we've been... Read More

Cheap To Keep

You've heard it all before when it comes to stats... Read More

Sending Mixed Signals Can Send Your Clients Away

I call it the "wave and roll."You walk up to... Read More

Add Value - And Kill Mediocrity in Customer Service

There are two kinds of customer service we all experience... Read More

How to Retain Your Customers the Dish Network Way

Customer retention is vital to a business. If you cannot... Read More

How to Transform Your Voicemail into an Effective Medium of Communication

"Hi this is Randy. Leave me a message after the... Read More

Making Your Contacts Work For You

The best way to explain this concept is to tell... Read More

Customer Service - A Sweet Essence

First let us specifically define customer service. It is the... Read More

Debt Elimination Scam

May people these days have a problem with mounting debt.... Read More

What Every Employee Should Know About How to Win the Loyalty of Customers

Dr. Michael LeBoeuf, in his cassette album entitled, Win... Read More

Everyone talks in code!

How often have you left a meeting with a customer... Read More

Poor Customer Service - Are Your Customers Driving Away Other Customers

Every customer you have is a word-of-mouth advertiser for you.... Read More

It?s Customer Service Stupid: Delivering Customer Service Training That Sticks

"Society is always taken by surprise at any new example... Read More