Hello, everybody, Anton Kraly here and welcome back to the eCommerce Lifestyle podcast. This show comes out twice a week, we have brand new episodes every single Monday and Thursday morning, and they are all designed to help e-commerce store owners to increase their revenue, automate their operations, and become the authority in their niche. So if you are not subscribed and you want to know how to build a better store, be sure to click that button.
Now, in today's episode, we're going to discuss high-ticket drop shipping in business-to business-niches, and why you shouldn't immediately write them off. And you might be thinking that selling business-to-business requires extra work for you and that can be true, but if you were just simply to ask me if that extra work is worth it, I would say yes.
In the Dropship Blueprint, that's where I teach our members how to build highly profitable semi-automated stores, I start by teaching niche selection. In this module, I mainly give examples of what many people consider to be business-to-consumer niches, B to C. These could be things like chandeliers, standup paddleboards, even park benches. Now at the end of module one, I ask our members to brainstorm at least 50 possible niche ideas based on the criteria that I use in my own stores. After that, I allow our members to submit their niches for approval, that way my team and I can take a look and what I've realized is we have people saying, "I have B to B niches on my list. Is it okay to submit them?" The short answer is absolutely, but I want to talk about why.
First reason is because most niches that I see people considering to be B to B are actually B to C as well. For example, let's take park benches. If you were selling them, you might receive an order for one park bench that's going to a family to put in their garden. That order might be followed by an order for 10 park benches that was placed by some commercial real estate developer that wants to put them in front of stores in a strip mall that he owns. It's the same product, but it's selling to a different audience. Now the good news is you can sell to both audiences on one store, but if you're going to do that, I definitely recommend making some website tweaks that are going to increase your conversions and I'll share those with you in just a minute.
But what if you find a niche that is truly B to B, where you will very rarely get orders directly from consumers? Let's just take commercial freezers, for example, that would go into a restaurant. Well, if your niche passes all of the tests that I outlined in module two of the Dropship Blueprint, then you are totally still good to go. Let's just assume your niche passes all of the tests. What are those tweaks I was talking about that you can make on your store to have the highest conversion rates possible when selling to business owners?
Well, first you need to really understand who your business-to-business customers are and what they want. Remember, I'm talking about selling high-ticket products here, not selling some inexpensive supplies to a company looking to restock their staplers. High-ticket business-to-business customers often want to talk to somebody before placing their order. They're used to this, that's how a lot of them like to do business, especially if they're placing an order in bulk and spending a lot of money. In order to increase the chances of having them call you, you want to make sure you have your phone number extremely visible, ideally in the header menu of your website. If you're in a niche that is primarily B to B, you should also consider putting your phone number right under the "add to cart" button, with a message that says, "You can call us to place an order," or something similar so the person that wants to call can easily see, boom, they can click it if they're on mobile, it'll ring to your store, you can answer, they'll tell you, "I want to buy 10 park benches," whatever it may be.
Now, the next thing you need to know if you're selling B to B is that business owners often request bulk discounts because they often buy in bulk. That's totally fine. You can typically negotiate deals with your suppliers as well. If you're going to buy 10 items wholesale, you can typically get a discount there, but what you want to do on your store to make sure these business owners know that special offers are available is build a page on your store that's called "to the trade." Now you can link this in your header menu if you like, you can link it in your footer menu and on this "to the trade" page, what you want to do is show off the logos of businesses that you've previously sold to. On this page, you also want to have an embedded form where business owners can enter their name, their email, their business name, and what products they're interested in, as well as how many units they're interested in.
You should also ask them when they need the products by and give them a chance to add any additional notes. Basically what they're doing on this page is submitting their information for a quote and by asking them when they need it by, you're now armed with this information so you can know exactly what they want, if you can get it to them in time, and then when you follow up to close the sale, it should be relatively easy.
Now, speaking of when you can get it to them by, another thing to note with B to B niches is that customers often want expedited shipping. I don't know why, but I've noticed this on many stores that sell both B to B and B to C, the B to B people are typically the ones saying, "I need this thing here in two days or three days or five days," And it's a hard stop deadline. That is okay. You can charge more for expedited shipping, but what you should do, remember the little tweaks on your store, is make it clear on your product pages where you can have the product shipped fast and be delivered fast that expedited shipping is available. That way that business owner that's on your site that maybe needs the 10 park benches and they need them by next Friday, because that's when their strip mall opens, then you want it to be clear to them that yes, they can have expedited shipping. Boom, here's the phone number. They can call you to place their order right now or they can click that "to the trade" page, see you've done business with other companies, and fill out that form requesting a quote from you. That way you could follow up the phone call, close that sale, get a huge order and make being in a B to B niche well worth your time.
I think the main things to take away from this episode, first is that if you want to do B to B drop shipping, you're basically just building a B to C store and then adding a few additional pages to convert those B to B customers. Yes, there is slightly more work involved than when building a traditional B to C store, but if you have a B to B niche idea, if you feel good about it, and if you're willing to do the work, it is absolutely worth it.
That's going to do it for this episode guys. As always, I hope you got value. If you did, please give it a like and consider leaving a review. If you are brand new and you want the best possible way to get started with my training program, the Dropship Blueprint, be sure to go to dropshipwebinar.com. I will link that up in the podcast description as well. Thank you everybody. I appreciate you and I will talk to you on Thursday for the next episode of the eCommerce Lifestyle podcast. See you, everybody.