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Business to Business Sales and Operations

Business to business operations: 

Some very prosperous companies focus their efforts on selling from business to business rather than directly to the consumer. Business to business operations may include selling wholesale to companies who will resell to the general public, or such business to business products as telephone systems for offices or stage lights for theaters.  There are numerous businesses that you can start up to sell either products or services in this manner.  Some operations are considered to be "integrators", combining the two, and selling a product (generally technology related) and then selling services that are related to the product.  As an integrator, you may install, customize, and maintain a product that you offer to meet the needs of your clients. Selling products and providing the related service is an excellent way of expanding your business and increasing your potential profit margin.

Business to business sales are very much built around contacts, networking, and creating a list of potential customers.  These types of operations or less developed on walk-in business, and require much less consideration of an excellent location.  Like all businesses however, you will really need to focus on maintaining satisfied customers.  Customer relationships and repeat business is incredibly important to business to business operations.  The more specific your product, the more you'll need to rely upon steady, return clients. 

Business-to-business sales:

Many new start up sales businesses begin when someone in a sales position in a larger business decide to go on their own.  Many times they will take customer information and numbers and already have a start up client base.  Some of the main ways that you will be able to find potential clients in your new business to business operation may include:

• referrals and word-of-mouth
• direct targeted mailings
• advertisements and trade journals
• trade shows and conferences
• networking

Your business-to-business operation may also be enhanced by attending meetings of your local Chamber of Commerce, linking to web sites of colleagues, or mailing a CD-ROM to prospective customers.  You should always focus however on finding new clients as well is staying in touch with your current clients to make sure they're satisfied.  Let your regular customers know about new products and special deals in which only they can get in on. 

Presentation is incredibly important to a successful business to business sales operation.  The knack of selling successfully includes having the right look (polished and professional), and a knowledge of your products that allows you to present yourself in a confident, self-assured (but not cocky) manner. You'll need to hone your sales skills and be able to convince potential clients that they should establish a working relationship with your company.  You'll need to make sure that they completely understand the benefits of your products and services. 

Top sales people in business to business operations quickly learn that there is a fine line between selling and overselling.  They will hear what their customers needs are and immediately direct them to the right product and service.  "One-size-fits-all" selling is virtually becoming nonexistent in the current age of detailed technology and customized services.  There are also numerous sales courses offered at universities and through business schools.  Finding a successful salesperson as your mentor is also advantageous as he/she will know the tricks of the trade in the area of sales that you're looking for in your business to business operation. 

Some information from the Everything Start Your Own Business Book by Rich Mintzer

Additional information and web page by Paul Susic MA Licensed Psychologist  Ph.D Candidate