Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting – but ultimately achievable business goal.
(article continues below)
Companies that market to diamonds brokers and buyers businesses have to be prepared to communicate their product strengths to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to diamonds brokers and buyers businesses.
Casting a Broad Net
The first step in selling to diamonds brokers and buyers businesses is to take a broad approach to the marketplace. Strategies that focus exclusively on the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to diamonds brokers and buyers businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for diamonds brokers and buyers business lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to your precise lead specifications.
With diamonds brokers and buyers businesses increasingly using the Internet to locate vendors, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the home base for 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.
Given your interest in selling and in diamonds brokers and buyers businesses, you might find these additional resources to be of interest.
If you have an existing diamonds brokers and buyers business, you are in the wrong spot. These resources will come in handy:
If you want to start a diamonds brokers and buyers business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.