How to sell gift baskets to corporate clients

Some of the most successful gift basket companies have done so well because of their ability to attract clients from the corporate world and serve them on a regular basis. In this article, we look at why this market sector can be a great target and some ways you can market your gift baskets to this group.

Businesses often have to give gifts for a variety of reasons, such as showing appreciation to employees, customers, or vendors. Gifts can help build stronger relationships and can help ease tension if difficulties arise between the company and the other party. A gift basket is the ideal gift as it solves the problem of ‘what to buy?’ and the ordering, payment, and delivery process is usually straightforward.

The good thing about corporate clients is that they will typically buy from you throughout the year for a variety of occasions. The consumer market, on the other hand, is mostly made up of casual buyers who will buy from you from time to time. So a good client in the business world can get you ten or twenty times more business than a regular client.

If you advertise well, corporate clients may come to you, but the more likely scenario is that you’ll have to go out and find them. Getting leads can be difficult and if you can’t use a personal connection with someone at the company, then you are left with telemarketing or other types of direct marketing to get you in the door. One way is to simply leave a free basket ‘with compliments’ and hope they like and use your services in the future.

Once you have interested prospects, you need to kick-start your sales process. Refine a sales process over time and tweak until you have a winning system for converting leads to accounts. Remember to treat each case differently, listen to the specific needs of each client and try to offer a solution that is exactly what you are looking for.

Other common sales tips include seeking out the decision makers, trying to read body language, and knowing how to close a deal when the time is right.

Most businesses will only choose one gift basket provider and work with them for many years if the service level and quality remain strong. A contract is usually not necessary, but you should always stay true to your word and your brand promise.

Once you’ve secured an account, you can start building a long-term relationship with a client. It is important that you maintain high standards when dealing with the customer, such as answering or returning their calls or emails promptly and making sure that each of their orders is correct and delivered on time. Keep a file on each customer and note their specific preferences so there is no confusion. Don’t give them excuses to switch to one of your competitors.

One of the routes to success in the gift basket business is through corporate clients and this sector can account for more than 50% of the annual revenue of some market players. Deciding to go after the corporate market with your products could be very profitable for your business if done wisely and professionally.