Capitalizing on Niche Markets
Selling to Portuguese Restaurants
As the market recovers, Portuguese restaurants are slowly emerging from the Great Recession and are starting to reinvest. Here's the list of tips you need to generate more sales to Portuguese restaurants across the nation.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
Industry Experience
In Portuguese restaurant sales, industry experience is fundamental requirement. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to be familiar with the things are important to a typical Portuguese restaurant.
B2B sellers who lack industry experience can augment their background by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, Portuguese restaurants may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. However, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that Portuguese restaurant owners value teamwork and may react negatively to sales reps who seem overly disconnected from their sales unit.
Marketing to Portuguese Restaurants
There are multiple methods for marketing your products to Portuguese restaurants. 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 makes a difference in marketing to Portuguese restaurants because it is a non-threatening resource for introducing their products to new customers.
The first step toward direct marketing success is to obtain a lead list from an established third-party provider like Experian Business Services, a company that is well-known in the B2B community. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.
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