Business Development Strategies for Niche Markets
Selling to Lace Businesses
To be sure, lace businesses are major players in a growth industry -- and that presents an opportunity to companies who are eager to get in on the action. If your company has a history of not making your sales quotas, maybe it's time to start selling to lace businesses.
The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may be less important than other critical resources.
If selling to lace businesses is your core business, your odds of success increase dramatically when you incorporate a few proven resources and techniques into the selling process.
Gain a Competitive Edge
In business, the company that wants the sale the most is usually the one that closes the deal.
Professional B2B sellers appreciate the need for flexibility when dealing with lace businesses and regularly adapt their sales strategy to the marketplace. By aggressively pursuing strategy development and execution, these companies give themselves an edge over the competition.
Casting a Broad Net
The first step in selling to lace businesses is to cast a broad net. Strategies that limited to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
Direct Marketing Strategies
Direct marketing is an effective way to sell to lace businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a platform for relationships with lace businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of lace businesses that generate sales revenue and repeat business.
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