Selling to an Industry
Selling to Commercial Printing Businesses
It's clear that commercial printing businesses are valuable sales prospects for business sellers that are equipped to tackle a competitive marketplace. Let us show you what it takes to conquer selling hurdles in the commercial printing business market and dominate the rest of the field.
There's no such thing as an easy B2B sale. To succeed in this environment, you need the right combination of skills and expertise.
The process of converting commercial printing businesses from prospects to satisfied customers isn't random. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for commercial printing businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Developing a Marketing Plan
A robust marketing strategy is the basis of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that commercial printing businesses are fast-paced operations with little patience for unfocused sales discussions.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan serves up an intentional selling strategy that converts prospects to customers.
Internet Strategies
With commercial printing businesses going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the anchor for all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
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