Not surprisingly, directory and guide publishers businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
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Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition is fierce, so new businesses have to be careful about the way they approach directory and guide publishers businesses.
New businesses that target the entire marketplace face a long, uphill battle. A better approach is to customize your approach to an underserved niche.
In the directory and guide publishers business industry, niches can be based on location, business size or sub-specialties within the industry. For niche sellers, market research is a non-negotiable. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.
Gaining Traction in the Marketplace
Every B2B business hopes to achieve viral buzz for their products. But viral marketing strategies are a far cry from money in the bank.
To succeed with directory and guide publishers businesses, you'll want to apply a diverse mix of marketing strategies that funnel key messaging through multiple channels.
Many sellers purchase lead lists from recognized list providers. If you're in the market for a good lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of directory and guide publishers business contacts.
Whenever possible, 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 directory and guide publishers business sales targets.
Incentives don't have to be pricey -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Ready to learn more? You may find these additional resources to be of interest.
If you have an existing directory and guide publishers business, you are in the wrong spot. Try these useful resources:
If you want to start a directory and guide publishers business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.