Selling to an Industry
Selling to Concierge Services Businesses
To be sure, concierge services businesses are major players in a growth industry -- and that makes them attractive to companies who want to improve bottomline profits. The tricky part is crafting a selling strategy that captures the attention of high value prospects.
In the current business climate, concierge services businesses are looking for quality and affordability.
A strong value proposition and a great strategy are requirements for companies who sell to concierge services businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
Message First, Targets Second
Messaging is a fundamental component of sales. Confused messaging dilutes the sales cycle and makes it difficult for prospective customers 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 specialize in providing targeted lists of concierge services businesses that can be customized to your precise specifications.
Industry Developments
Inevitably, concierge services businesses are constantly adapting to the marketplace. Companies that sell to concierge services businesses should likewise adapt their approach to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a substantial disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
Sales Management Tips
Sales managers can be a factor in the success of your sales strategy.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. However, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that concierge services business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.
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