Local, Expansion Issues

In addition to the nine tips on maximizing your B-to-B customers, here are a couple of others.

10. Start locally.

A good way to get started building your B-to-B list is to place personal calls to local businesses. Show them your line, offer them your catalog and a few samples. For example, if you’re a food-gift cataloger, bring a couple of your best-selling products and a good-looking gift sampler to leave behind. Remember the importance of presentation!