Sales Techniques By Market
Selling to Financial Brokers Businesses
Most financial brokers businesses have lean financials and demanding schedules. Don't forget that financial brokers businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
Don't let the fast pace of the marketplace trip you up. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.
Developing a Marketing Plan
A solid marketing plan is the foundation of a winning 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 financial brokers businesses are fast-paced operations with little patience for long sales cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that converts prospects to customers.
Marketing, Promotions & PR
Emerging B2B businesses are often tempted to buy their way into the market. Rather than taking the time to develop relationships with financial brokers business owners, these companies flood the industry with high-priced marketing content in hopes of making rapid headway with buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Putting It All Together
At the end of the day, there is no single strategy that can guarantee a close in your efforts to sell to financial brokers businesses. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that incorporates proven sales techniques into a carefully designed sales strategy.
Share this article
Additional Resources for Entrepreneurs