Selling to an Industry
Selling to Collating Equipment and Services Businesses
If your business is missing sales benchmarks, stop everything and take a look at our tips on selling to collating equipment and services businesses. Product quality, value and customer service are all important considerations – so businesses that sell to collating equipment and services businesses need to review their delivery model.
Not surprisingly, collating equipment and services businesses are subject to normal business demands; they respond to businesses that offer solid, affordable products.
Your approach will vary according to your situation and your company's unique business model. But in general, there are several things you will need to consider when crafting a strategy to sell to collating equipment and services businesses.
Strategies for Selling to Collating Equipment & Services Businesses
Although there are exceptions, collating equipment and services businesses are always interested in products that help them improve the level of service to their customers.
Cost is a constant concern, but if collating equipment and services businesses believe a new product or line of products can substantially improve their customers' experience, the quality of your products may be more important than the price.
Businesses that sell to collating equipment and services businesses need to also recognize the fact that collating equipment and services businesses aren't necessarily the beneficiaries of their products, so strategies that focus on enhancing customer experiences are frequently well-received by buyers.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are adept at providing targeted lists of collating equipment and services businesses that can be customized to your precise specifications.
Casting a Broad Net
The first step in selling to collating equipment and services businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that is becoming increasingly reliant on e-commerce and other long distance marketing channels.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
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