September 21, 2019  
 
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Selling to Niche Markets

 

Selling to Small Gas Engine Repair and Parts Businesses

The word is out that many small gas engine repair and parts businesses are experiencing growth trends, and small businesses are striking while the iron's hot. We'll tell you what you need to do to overcome selling hurdles in the small gas engine repair and parts business market and dominate the rest of the field.

Over the past several years, small gas engine repair and parts businesses have experienced slow, but steady growth.
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For small businesses that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.

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Marketing, Promotions & PR

Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with small gas engine repair and parts business owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

Putting It All Together

Ultimately, there is no single strategy that can guarantee positive outcomes in your efforts to sell to small gas engine repair and parts businesses. It's often a combination of techniques that converts prospects to customers.

Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.

Industry Experience

In small gas engine repair and parts business sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical small gas engine repair and parts business.

B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, small gas engine repair and parts businesses may also be more amenable to sellers within their network, so it's important to expand your industry contact base as quickly as possible.

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