Capitalizing on Niche Markets

Selling to Photographic Equipment and Supplies Wholesale and Manufacturers Businesses

Many photographic equipment and supplies wholesale and manufacturers businesses offer opportunities for B2B businesses to tap into new revenue streams. To dominate in the photographic equipment and supplies wholesale and manufacturers business industry, you'll need to pay attention to the basics.

B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.

Most photographic equipment and supplies wholesale and manufacturers businesses expect high levels of service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to photographic equipment and supplies wholesale and manufacturers businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Role of Owners & Managers

Owners and managers are active players in selling to photographic equipment and supplies wholesale and manufacturers businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.

Market Research

Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they research and evaluate the specific photographic equipment and supplies wholesale and manufacturers businesses that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with photographic equipment and supplies wholesale and manufacturers businesses leaders and their staff facilitate the flow of the sales cycle. These meetings can also provide information that can give your business a competitive edge.

Reaching Prospective Customers

Prospecting turns names into promising leads.

Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for photographic equipment and supplies wholesale and manufacturers businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

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