Smart Sales Strategies for Niche Markets
Selling to Geriatric Care Management Businesses
The vast majority of geriatric care management businesses have lean financials and demanding schedules. The hard part is crafting a selling strategy that gets your products noticed by high value prospects.
A good sales strategy is money in the bank. So for businesses that sell to geriatric care management businesses, strategic sales planning is a prerequisite for success.
Many geriatric care management businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to geriatric care management businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with geriatric care management business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should funnel their resources 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.
Collaborative Strategies
Collaborative work processes are key features of companies that succeed in selling to geriatric care management businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
Industry Experience
In geriatric care management 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 be acquainted with the concerns of a typical geriatric care management 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, geriatric care management businesses may also be more open to sellers within their network, so it's important to make new contacts as quickly as possible.
Share this article
Additional Resources for Entrepreneurs