Black Friday is coming: learn how B2B-focused companies can take advantage of the date

With Black Friday approaching, companies operating in the B2B market also have a valuable opportunity to invest their sales strategies and expand the customer base.To get the maximum benefit from this event, it is critical to develop a solid and segment-specific plan, establish competitive prices and prepare appropriately, ensuring that the logistics infrastructure is ready and safe to meet potential increases in demand.

“B2B strategies for commemorative dates are different from those of end-user-focused trades. It is not simply lowering prices and mass advertising; it requires strengthening relationships and partnerships. It is essential that B2B companies know their audience well, analyze their sales history and identify the products or services with the greatest potential to attract new and old customers during Black Friday.In addition, it is important to assess the production or supply capacity of these” items, says Marcelo Simoes, BDM da Unentel, distributor of technological solutions for companies.

Create strategies of cross sell and sell up it is an effective way to increase the average value of sales cross sell it involves offering additional services that complement the original purchase, resulting in a higher final value upsell it consists of proposing an upgrade of the purchased item, encouraging the customer to choose a more advanced or higher value version. 

In addition, reactivating disengaged leads and recovering lost sales during this period can be an interesting approach to winning customers who have not recently made purchases or resuming interrupted negotiations. With this, the company seeks to reestablish the interest and trust of these leads to convert them into active customers again. This can be achieved through targeted actions, such as personalized marketing campaigns and special offers. 

Finally, early planning is the key to the success of a Black Friday campaign. Steps believes that despite being a common advice, its importance cannot be underestimated because it plays a key role in the ability to deal with setbacks. 

“Preparation for Black Friday in the B2B context requires a strategic and thorough approach. Companies need to develop their operations and identify areas that need adjustments to cope with the possible increase in demand. This may involve strengthening the technological infrastructure and increasing production capacity.In addition, it is crucial to establish solid partnerships with suppliers and distributors to ensure an adequate supply of products and services”.