Businesses are a different animal than retail customers. All the wild excitement of consumer selling won’t apply to most businesses. They want a businesslike approach with professional literature, materials, and people. I discovered years ago that coupons for products and services aren’t used much by businesses and have a low return. Most business buyers will want your best price regardless of any coupon or special deal.
When our company was going through a slow period, we got the idea to send many of our existing customers a credit memo for $50 to try to get them to order soon. We made it expire in 40 days if not used. It was a new idea, but it only generated modest quick sales. With corporate budgets tight, most buyers will wait to justify every purchase and probably don’t want to admit that they ordered early because of a coupon.
Offering prizes, gimmicks, and awards doesn’t work too well either when it comes to enticing buyers to order before they’re ready. One thing that has worked more often is offering customers a price break to order a larger quantity. For example, when a customer asks for a quote on 10,000 of your product, include the next two higher price breaks, such as 12,000 and 15,000. If the price is lower per unit on the higher quantities, I’ve seen buyers increase their intended order.