Mastering Niche Market Sales
Selling to Newspapers and Magazines Businesses
As the dust clears, newspapers and magazines businesses are gradually bouncing back from the Great Recession and are once again poised to invest. The tricky part is crafting a selling strategy that captures the attention of high value prospects.
The world is unpredictable and businesses are constantly adapting their sales approaches to respond to market demands.
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to newspapers and magazines businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of tried and true sales principles.
How to Sell to Newspapers & Magazines Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, newspapers and magazines business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at newspapers and magazines businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might seem logical to increase the size of your sales force to expand your base of newspapers and magazines business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Sales & Marketing Tips
Some B2B newspapers and magazines business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways newspapers and magazines business owners access information. Traditional channels like direct mail and telemarketing can be effective, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
The best B2B sales teams recognize the importance of reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying newspapers and magazines business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is falling flat when it comes to leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable newspapers and magazines business lead lists to B2B sellers.
Share this article
Additional Resources for Entrepreneurs