Resources for Entrepreneurs

Niche Sales Strategies

Selling to Dental Schools

There's no question that dental schools are major players in a growth industry -- and that makes them attractive to vendors who have aggressive revenue targets. For business sellers prepared to compete, dental schools offer a steady sales revenue stream .

Personal motivation is essential for entrepreneurs who are interested in selling equipment and supplies to dental schools.

With perseverance and strategy in your corner, it's possible to penetrate the market and receive an acceptable return for your efforts.

Niche Selling

New businesses that target the entire marketplace face a difficult task. A better approach is to tailor your business model to an underserved niche.

In the dental school 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 the research confirms your expectations.

Sales Incentives

Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed dental school sales targets.

Incentives don't have to break your budget -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.

Sales & Marketing Tips

Some B2B dental school suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways dental school owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Top B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying dental school leads, it will be difficult to capture a meaningful share of the market.

If your sales force is falling flat when it comes to leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable dental school lead lists to B2B sellers.

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