Initiative and perseverance are admirable characteristics for sales professionals. But selling to alcohol and drug abuse treatment centers requires more than a desire to succeed.
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A strong value proposition and a great strategy are requirements for companies who sell to alcohol and drug abuse treatment centers. Although there are market challenges, new companies can gain traction by applying a handful of tried and true sales principles.
Inevitably, alcohol and drug abuse treatment centers are constantly evolving to meet the needs of the marketplace. Companies that sell to alcohol and drug abuse treatment centers should likewise adapt their approach to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a significant disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
Sales & Marketing Tips
Some B2B alcohol and drug abuse treatment center suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways alcohol and drug abuse treatment center owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Leading B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying alcohol and drug abuse treatment center leads, you will struggle to gain traction in the industry.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable alcohol and drug abuse treatment center lead lists to B2B sellers.
Whenever possible, you want your sales force to be self-motivated to perform at a high level. But to sweeten the deal, consider offering sales incentives to sales reps that exceed alcohol and drug abuse treatment center sales targets.
Incentives don't have to break your budget -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Ready to learn more? You may find these additional resources to be of interest.
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