How to Boost Your B2B Retail Sales with Good Call Cycles

If you are an emerging brand handling sales in-house, you know how challenging it can be to close deals with busy and demanding retailers. You need to build trust, establish value, and overcome objections in a competitive and dynamic market.

Call cycles and a good CRM are critical tools for us at Purshs and FreshSpoke and one of the key factors that can make or break sales success of any food brand. A call cycle is the frequency and sequence of your interactions with your prospects and customers throughout the sales process. A good call cycle can help you:

- Nurture relationships and loyalty

- Provide timely replenishment for listed products

- Stay on top of your leads and opportunities

- Move prospective buyers along the sales funnel

- Close more deals and generate more revenue

But how do you create a good call cycle that works for your wholesale retail sales? Here are some tips to consider:

- Segment your customers and prospects based on their industry (retail, food service, etc), size, location, buying behavior, and potential value. This will help you prioritize your calls and tailor your messages accordingly.

- Plan your call objectives and agenda in advance. Know what you want to achieve from each call and what you want to say. Prepare your questions, value propositions, and next steps.

- Schedule your calls at the best times for your customers and prospects. Avoid calling them when they are busy, distracted, or unavailable. Use tools like calendars, reminders, and CRM systems to keep track of your call schedule and follow-ups.

- Keep it short and easy! Retailers are managing upwards to hundreds of vendors on a weekly basis on top of their other responsibilities. If you keep your calls brief, the retailer will be much more willing to work with you.

- Follow a consistent and optimal call frequency. Don't call too often or too rarely. Find the right balance between staying in touch and being respectful of your customers' and prospects' time and preferences. A good rule of thumb is to call at least once every two weeks but adjust according to the situation and feedback.

- Track and measure your call performance and outcomes. Use metrics like call duration, call quality, call conversion, and customer satisfaction to evaluate your call effectiveness and identify areas for improvement. Use feedback and data to refine your call cycle and strategy.

If you have chosen to work with or in the process of choosing a Distributor or are using our DaaS+ service, be sure to ask them how their call cycles work. That way, when you refer a prospect, you will have confidence that leads will be handled strategically.

A good call cycle is a powerful tool for wholesale retail sales. By following these tips, you can create a call cycle that helps you connect with your customers and prospects, deliver value, and close more