November 12, 2019  
 
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Selling to Niche Markets

 

Selling to Book and Manual Printing Businesses

Without a doubt, book and manual printing businesses are attractive sales targets in today's marketplace. Product quality, cost and customer service are all important considerations – so businesses that sell to book and manual printing businesses need to demand excellence from their team.

As it turns out, book and manual printing businesses play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.
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In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. The good news is that book and manual printing businesses are plentiful, but the challenge is to acquire and retain new accounts.

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Effective Marketing Strategies

Successful sales strategies begin with marketing, and the marketing strategies for book and manual printing businesses are as diverse as they come.

Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.

With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted book and manual printing business leads.

Role of Owners & Managers

Owners and managers are active players in selling to book and manual printing businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.

Know Your Products

The truth is most book and manual printing businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to book and manual printing businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

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Still have questions? No problem! We always welcome feedback and we'll do our best to respond to inquiries about how you can improve your ability to sell to book and manual printing businesses.


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