Business Development Strategies for Niche Markets

Selling to Local Government Offices Businesses

There's no question that local government offices businesses are major players in a growth industry -- and that presents an opportunity to entrepreneurs who want to improve bottomline profits. Product quality, price and customer service are all important considerations – so businesses that sell to local government offices businesses need to demand excellence from their team.

In today's economy, even small detract from your company's bottom line and impede your selling success.

If selling to local government offices businesses is your core business, your odds of success increase dramatically when you incorporate a few proven resources and techniques into the selling process.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes ignore 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 local government offices business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to local government offices businesses.

Market Aggressively

Marketing -- or more specifically aggressive marketing -- directly impacts local government offices business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to take a careful approach to capture the attention of decision makers.

A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

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