Sales Advice By Market
Selling to Antique Silver and Silverware Dealerships
Good news! There are still openings for emerging entrepreneurs to enter the B2B antique silver and silverware dealership market. For businesses that market to antique silver and silverware dealerships, the focused selling strategies discussed in this article can critical in penetrating the industry.
In the current business climate, antique silver and silverware dealerships are looking for quality and affordability.
Most antique silver and silverware dealerships expect to receive great service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to antique silver and silverware dealerships, the consistent application of sound business principles is just as important as your relationships with your customers.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation 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 antique silver and silverware dealerships.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific antique silver and silverware dealerships that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with antique silver and silverware dealerships leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.
It's also important to regularly assess your personnel and overall selling strategy. Internal review processes should be based on quantifiable data as well as direct input from antique silver and silverware dealerships themselves.
If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.
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