Resources for Entrepreneurs

Sales Advice By Market

Selling to Advertising Businesses

The problem with selling to advertising businesses is that misguided efforts can threaten your entire plan for success. Here are some of the things that are required to sell to advertising businesses in the current market.

In the modern marketplace, even small mistakes affect your company's bottom line and impede your selling success.

Companies that are trying to break into the market need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.

Marketing Channels for Advertising Businesses

Despite the many methods businesses use to market their products, there is one truth that applies to all advertising business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.

Across the industry, multichannel marketing strategies are standard, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to the kinds of prospects that are most likely to respond to your products. In our experience, Experian Business Services has the largest and most accurate database of advertising businesses on the market.

Putting It All Together

Ultimately, there is no single strategy that can guarantee a close in your efforts to sell to advertising 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.

Know Your Products

The truth is most advertising businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, a unique value proposition can be the deciding factor in conversions. It's crucial for your sales team to be knowledgeable about product specifications and support. If you're selling a service to advertising businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

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