Sales Advice By Market
Selling to Adult Day Care Centers
As the market recovers, adult day care centers are slowly emerging from the Great Recession and are positioned for investment. We'll tell you how to conquer selling hurdles in the adult day care center market and dominate the rest of the field.
In today's economy, even small missteps can have dramatic consequences for your company's bottom line and impede your selling success.
More often than not, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the adult day care center industry where simple blunders can translate into losses in market share.
Role of Owners & Managers
Owners and managers are active players in selling to adult day care centers. 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 gain valuable information about the market and the execution of your sales strategy.
Casting a Broad Net
The first step in selling to adult day care centers is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that is becoming increasingly reliant on e-commerce and other long distance marketing channels.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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 adult day care center owners, these companies blanket the market with high-priced marketing content in hopes of making rapid headway with 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 dramatically increase the quality of your prospects, 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.
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