Winning With Niche Market Sales
Selling to Trophy Shops
There's no question that trophy shops are major players in a growth industry -- and that presents an opportunity to companies who are eager to get in on the action. For businesses that market to trophy shops, the streamlined sales strategies discussed in this article can be important for breaking into the industry.
Ambition and confidence are admirable characteristics for sales professionals. But selling to trophy shops requires more than a desire to succeed.
The process of converting trophy shops from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Internet Strategies
With trophy shops going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the anchor for all of your other online sales and marketing activities. However, you should also consider incorporating email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Marketing Mix
Since marketing and sales go hand in hand, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and place a high premium on channels that funnel messaging directly to decision makers.
Despite the fact that there are multiple way to market to trophy shops, B2B sellers can almost always benefit from outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of trophy shops. For many businesses, these lists set the stage for the rest of the sales cycle.
Create a Plan
There is nothing random about effective trophy shop sales. The industry is filled with seasoned veterans who know their way around the marketplace.
As a result, best of breed B2B sellers know better than to leave anything to chance. Before they start selling, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with flying by the seat of your pants in some industries, the trophy shop industry will eat you alive unless you go into it with a carefully crafted blueprint.
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