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Sales Advice By Market

Selling to Advertising and Promotional Balloon Businesses

It's common knowledge that many advertising and promotional balloon businesses are expanding, and smart vendors are striking while the iron's hot. For businesses that market to advertising and promotional balloon businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.

Over the past several years, advertising and promotional balloon businesses have become high value targets in the B2B sector.

Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.

Reaching Prospective Customers

Prospecting turns names into promising leads.

Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for advertising and promotional balloon businesses.

Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

Role of Owners & Managers

Owners and managers should expect to be active participants in selling to advertising and promotional balloon businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships with the owner or sales manager.

By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.

Benefits of Networking

Networking expands your reach within the industry. In addition to raising your company's profile, it increases your credibility with advertising and promotional balloon businesses.

But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through solid networking will be leads that were otherwise hidden from your business.

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