Most houseware stores depend on distributors and vendors. So, many B2B companies build their business plans around sales to houseware stores.
(article continues below)
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to houseware stores. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
SPECIAL OFFER. Looking for housewares store mailing lists? Grow your sales with a better database of sales prospects. Special Experian promotion for Gaebler.com site visitors -- 5% off all Experian mailing list purchases.
Acquire a housewares store lead database.
Sales & Marketing Tips
Some B2B housewares store suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways housewares store owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying housewares store leads, it will be difficult to capture a meaningful share of the market.
If your sales force is floundering in the area of lead generation, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable housewares store lead lists to B2B sellers.
Ideally, you want your sales force to be self-motivated to perform at a high level. But to inspire your team even further, consider offering sales incentives to sales reps that exceed housewares store sales targets.
Incentives don't have to be pricey -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Emerging sellers in the housewares store market are advised to profile key sales targets before they invest in a specific sales strategy. A little industry knowledge can go a long way toward giving your sales unit the edge it needs to sell to high value housewares store leads.
In this industry, it is especially important to develop a customer-focused approach. As a rule, houseware stores are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Given your interest in selling and in houseware stores, you might find these additional resources to be of interest.
If you currently own a housewares store, you are in the wrong spot. These resources will come in handy:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.