December 7, 2019  
 
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Selling to Niche Markets

 

Selling to Estate Planning and Administration Businesses

The vast majority of estate planning and administration businesses have a wide array of needs that are not being met by their vendors. Here's the list of tips you need to boost sales to estate planning and administration businesses across the nation.

A good sales strategy is money in the bank. So for businesses that sell to estate planning and administration businesses, there is no substitute for a strategic sales approach.
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For B2B professionals that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.

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Cost Analysis of Your Selling Tactics

Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.

For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of estate planning and administration business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

Marketing Channels for Estate Planning & Administration Businesses

Even though companies market their products in many different ways, there is one truth that applies to all estate planning and administration business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.

Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to likely-to-convert prospects. In our experience, Experian Business Services has the largest and most accurate database of estate planning and administration businesses on the market.

Networking Tips

The estate planning and administration business industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.

Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to prioritize networking strategies and proactively model relational sales techniques.

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