Selling to an Industry
Selling to Catalog and Brochure Printing Businesses
As the market recovers, catalog and brochure printing businesses are gradually bouncing back from the Great Recession and are once again poised to invest. Here is the information that will help you get started selling to this market.
No one said selling would be easy. So it shouldn't come as a surprise that landing new customers in this industry is a lofty ambition that demands diligence and respect.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. On the upside catalog and brochure printing businesses are plentiful, but the challenge is to acquire and retain new accounts.
Get To Know Your Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific catalog and brochure printing businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with catalog and brochure printing businesses leaders and their staff can establish a basis for the sales cycle. These meetings can also provide information that can give your business a competitive edge.
With catalog and brochure printing businesses now turning to the Internet for equipment and supplies, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Effective lead generation processes are vital for firms that sell to catalog and brochure printing businesses. Sales teams should be trained in sound lead generation and prospect qualification principles. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only part of the story. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that catalog and brochure printing businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that highlight your products' main selling points.
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