Sales Advice By Market
Selling to Auctioneers and Auction Houses
These days, unpredictability is the only constant for auction houses. For adequately equipped companies, auction houses offer a reliable source of income .
Most auction houses depend on distributors and vendors. So, many B2B companies build their business plans around sales to auction houses.
The process of converting auction houses from prospects to satisfied customers isn't random. It takes a deliberate approach from owners and managers to create a strategy that connects your products to your customer base.
Industry Experience
In auctioneer business sales, industry experience is an advantage. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical auctioneer business.
B2B sellers who lack industry experience can supplement the shortfall by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, auction houses may also be more friendly to sellers within their network, so it's important to increase the size of your network as quickly as possible.
High Impact Strategies
Successful sales strategies leverage cost efficiencies to deliver higher profit margins. In many cases, these strategies focus on fully utilizing resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of the resources you use to sell to auction houses.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for auction houses are as diverse as they come.
Yet in this industry, marketing effectiveness is inherently dependent on its ability to target key decision makers. From traditional marketing to cutting-edge Internet strategies, any initiative that fails to reach decision makers is a waste of time and resources.
In this high stakes game, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted auctioneer business leads.
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