Selling to an Industry
Selling to Collectible Gifts Businesses
To be sure, collectible gifts businesses are major players in a growth industry -- and that makes them attractive to providers who have aggressive revenue targets. The tricky part is crafting a selling strategy that captures the attention of high value prospects.
Many collectible gifts businesses depend on distributors and vendors. So, many B2B companies build their business models around sales to collectible gifts businesses.
Businesses that sell to collectible gifts businesses have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to collectible gifts businesses.
Sales Team Considerations
Most of the businesses that sell to collectible gifts businesses take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Focused Messaging
Effective lead generation processes are vital for firms that sell to collectible gifts businesses. Sales teams should be trained in sales and prospecting techniques, even if assistants handle most of the qualification activities. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the time requirements for gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that collectible gifts businesses are educated buyers who can spot an empty value proposition from a mile away. To get their attention, you'll need to create highly focused sales messages that highlight your products' main selling points.
Industry Experience
In collectible gifts business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical collectible gifts business.
B2B sellers who lack industry experience can supplement the shortfall by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, collectible gifts businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
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