Capitalizing on Niche Markets
Selling to Pet Transportation Services Businesses
Without a doubt, pet transportation services businesses are high value sales targets for businesses with an eye on growth. For business sellers prepared to compete, pet transportation services businesses offer a steady sales revenue stream .
B2B sales can be challenging. To succeed in this environment, you need the right combination of skills and expertise.
These days, initiative and strategy are two things that never go out of style � especially for companies that sell to pet transportation services businesses.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers 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 pet transportation services businesses.
Customer Profiles
Emerging sellers in the pet transportation services business market are advised to work up detailed customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value pet transportation services business leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. In general, pet transportation services businesses 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.
Marketing to Pet Transportation Services Businesses
There are several ways to market your products to pet transportation services businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can go a long way toward increasing your market share.
Many businesses find that direct marketing is also helpful in marketing to pet transportation services businesses because it is a non-threatening resource for introducing their products to new customers.
The first step of a successful direct marketing strategy is to obtain a lead list from an established third-party provider like Experian Business Services, a company with a reputation for quality and service. From there, you can tailor your direct marketing efforts toward your company's strengths and perceived needs in the marketplace.
Share this article
Additional Resources for Entrepreneurs