Mastering the art of the high-touch B2B sale is extremely rare, especially for an entrepreneur, who not only has to make the sales, but also has to find time to manage the rest of the business. If you’re looking for an example of someone who’s mastered this, meet Ginger Dhaliwal, the force behind Tiny Ginger, a New York-based luxury children’s clothing agency. After travelling extensively all over the world, Ginger developed a keen eye for great fashion, and as a mother, she knows good children’s clothing. Ginger has selected and sold only the best brands since she started Tiny Ginger, and her company has now grown to represent over twenty of the most highly sought-after brands in the industry.
Selling is hard work – and it’s tedious to boot
Like many small, high volume distributors, much of the luxury clothing sales process takes place over email. There are a lot of interactions that have to occur before an order is placed, which results in a repetitive back-and-forth in the inbox. Ginger realized the importance of a professional, well-crafted email, one that answered every question her potential customers had.
Ginger used a traditional email client to answer inquiries about the brands she represented. She had a system – write the email, search for the attachment, add the link, double check the email to make sure all the information was right, then send it off! Sure it took a while, but answering emails in a timely fashion is an absolute must in a high-touch sales process. People want to see what you have to say, consume it, think about it, and they’ll get back to you. Probably with more questions.
There’s really no getting around this type of email activity in sales. Ginger couldn’t send blast emails, because each of her customers wanted different information. Anything less than a pointed, specific, and personalized email would prevent Ginger from selling much of anything.
Ginger knew she had to answer emails, but she thought she could do it better.
When Ginger found out about Toutapp, she realized this could be just the trick to speed up her sales process. Ginger took some time to identify which emails she was sending over and over. Then she took those emails, edited and perfected them, and saved them as Toutapp templates. To get to her Toutapp emails faster, she even categorized her templates based on how her customers asked for information.
It has helped us organize our information in single place so we are not searching for information. We work more efficiently and it takes seconds to reply to our customers.
For Ginger, the ability to see each open and click is extremely important. Plus, Toutapp allows her to see which specific links her customers clicked, so she’s more informed and prepared for each future interaction.
We love the ability to track the click through information by customer.
Knowledge is especially critical for Tiny Ginger’s sales model, so this type of insight into the actions taken on an email is invaluable. Now Ginger has the tools she need to improve her sales process, grow her business faster, and spend more time being inspired traveling and spending time with her family!
If you think you’re spending too much time interacting on email, you should give Toutapp a shot.