Selling to an Industry
Selling to Copiers and Supplies Businesses
Good news! There is a big growth opportunity for emerging entrepreneurs to sell into the copiers and supplies business market. The challenging part is crafting a selling strategy that captures the attention of the industry's major players.
B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
Most copiers and supplies businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to copiers and supplies businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
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 copiers and supplies businesses themselves.
If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B copiers and supplies business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Direct Marketing Strategies
Direct marketing is an effective way to sell to copiers and supplies businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a baseline for relationships with copiers and supplies businesses that can benefit from your products or services.
The sticking point of direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of copiers and supplies businesses that produce high conversion rates.
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