Selling to an Industry
Selling to Coffee Service Businesses
Despite competitive pressure, there are still openings for emerging entrepreneurs to enter the B2B coffee service business market. If your company has a history of not making your sales quotas, maybe it's time to start selling to coffee service businesses.
In the current business climate, coffee service businesses are looking for quality and affordability.
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to coffee service businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the coffee service business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance 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 coffee service businesses.
Lead lists are advantageous 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.
Gain a Competitive Edge
In business, the payoff for drive and ambition is conversions.
Professional B2B sellers value the need for flexibility when dealing with coffee service businesses and regularly adapt their sales strategy to the marketplace. By aggressively pursuing strategy development and execution, these companies give themselves an edge over the competition.
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