Resources for Entrepreneurs

Selling to an Industry

Selling to Child Care Information and Referral Services Businesses

It's common knowledge that many child care information and referral services businesses are experiencing growth trends, and small businesses are looking to drive incremental sales from this niche market. With these useful selling tips, you can get on the right track and increase your returns when selling to child care information and referral services businesses.

Getting your foot in the door with child care information and referral services businesses can require complex sales and marketing strategies.

If selling to child care information and referral services businesses is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.

Know the Competition

Companies who sell to child care information and referral services businesses face no small amount of competitive pressure.

Like it or not, there are many other businesses that sell similar product lines. Subsequently, child care information and referral services businesses are bombarded with promotional messaging and tend to be highly informed about their buying options.

By researching the competition, you gain the ability to differentiate your products and incorporate your unique product characteristics into your sales strategy. Although there are many ways to research your competitors, conversations with child care information and referral services businesses themselves may be the best source of information.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be acceptable for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to child care information and referral services businesses.

Market Aggressively

Marketing -- or more specifically aggressive marketing -- directly impacts child care information and referral services business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.

A large portion of your marketing efforts should focus on maximizing the number of leads that are funneled to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

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