It is never too soon to start building your sales for 2016. The average sales pipeline takes about 3 to 4 months to build. The new year is the best time to ramp up your sales activity and set a strong pace for the next 365 days especially in a commodity business such as disposable gloves and personal protective equipment. This is because disposable gloves are a residual sales product. Once you land a customer, you will have consistent, ongoing business. Start now! 3 Smart Strategies to build your 2016 Sales Now.
- Opportunity is Everywhere
For many industries, disposable gloves are a necessity, and for others, personal protective equipment is an added safety measure and convenience. Whatever the case, demand for disposable gloves is growing, and distributors need to supply gloves to meet that demand. The industrial, safety and chemical industries, for example, are key markets for glove sales. Despite the common association of disposable gloves and the medical industry, the industrial and safety sector had glove revenue that was on par with the former industry – both at $4.4 billion.
“New thinking equals new results. AMMEX distributors grow their glove sales by an average of 31%”
Additionally, these and other industries, such as food processing, food service, janitorial/sanitation and automotive, are due for large-scale growth in the future. In the food processing and service sectors, for instance, workers are already using up to 20 pairs per day. With these industries having combined growth potential of 29 percent, imagine the possibilities for increased sales. Plus, consider that gloves are not a one-time deal. Once your customers run out, they will be calling back for more, which means you have guaranteed business as long as you maintain those relationships.
- Maintain Open Communication Channels
Healthy relationships thrive on communication. If your business communicates with customers only at their request or when your company needs something, it will be difficult to leverage relationships as a driver of sales. Instead, touch base often with customers to inquire about their progress and to learn how you might be better able to meet their needs and expectations. Communication is a key ingredient in healthy client relationships. You want to build loyalty with your customers, and disposable gloves encourage this behavior. Satisfied customers are active participants who willingly offer the time and information it takes for you to achieve the best results. With a one-time sale, you can contact customers, sell the products and never interact with them again, except for follow-up calls or to sell them new products. Because gloves are a residual sales product, you must maintain constant contact with customers, which lends to building those relationships
“The value you offer is directly correlated to a customer’s desire to stay connected with you over time.”
Not only is this beneficial for talking to your customers about restocking their glove supplies, but it also presents the opportunity to tell them about other products. This is particularly useful for selling new products. If, for instance, you have a customer who regularly purchases GlovePlus Black Nitrile Gloves, these frequent calls are the time to tell that customer about upgrading to Gloveworks Heavy Duty Orange Nitrile Gloves.
- Untapped Customers: Stop the Sales Pitch and Start the Conversation
By listening to and engaging with your regular customers through consistent interaction, you demonstrate your expertise and ability to give them the right gloves for the job. By building this customer loyalty, you hold those relationships with existing customers, but what about untapped sources?
Many industries need gloves, and any potential customers who are not buying from you are buying from someone else. Pinpoint the reasons why you are losing them to the competition and leverage your expertise to net these clients. Maybe it is time to stop the sales pitch and start the conversation. For instance, when you call an untapped source, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that disposable gloves or personal protective equipment solves.
New thinking equals new results. Maybe it’s time to take a different approach. Let disposable gloves be the relationship-building tool that sets you apart for 2016. Interested in growing your business for the new year?