I have helped a lot of small businesses during my career (and close to 600 more since launching my online business last November!) and one thing I always encourage, is to think of all the potential markets for your products.
So, if you have been predominately selling your products and services to the consumer or end user, why not expand into the business market as well (and I don’t mean wholesale).
Let’s say you sell artwork, for example. Are you strictly focused on selling to people who want art in their homes? What about businesses that want art? Do you know how often the phrase, “Dental Office Art” is Googled?
If you sell Home Goods, such as Art, Photography, Decor items, etc., have you targeted:
- Small, boutique hotels/motels
- Spas, hairstylists, health clubs, yoga studios
- Retail shops
- Professionals – doctors office, dental offices, real estate agents, attorneys, banks, etc.
- Daycares, private schools
- Interior decorators/designers
If you sell Jewelry, Fashion & Accessories, have you targeted:
- Costume designers
- Photographers (need props)
If you sell Pet products, have you targeted:
- Dog Walkers
- Pet Sitters/Hotels
If you sell Wedding products, have you targeted:
- Wedding planners
- Wedding venues
- Hotels and inns
If you sell Vintage Goods & Clothing, have you targeted:
- Costume designers
- Set designers
- Historical attractions
If you sell Kids & Baby products, have you targeted:
- Daycares & private schools
- Party venues
- Baby and kids photographers
- Mommy classes
Ways To Make Your Products More Enticing to Businesses:
- Offer discounts for certain professionals
- Offer volume discounts, encouraging them to buy more
- Offer free customization
- Offer superior customer service and many ways to contact you
- Offer free publicity for their business (with a mention on your website, blog)
The benefits of targeting the business market is that you will likely get more volume orders, get repeat business, not to mention great exposure to end users (if your products are labelled correctly).
FINAL WORD: Don’t get hung up on selling to just the end user. The business market is still a huge opportunity, especially your local business market.
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