Although there is a strong market for products geared toward discount stores, penetrating the market can be daunting.
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The process of converting discount stores from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that aren't capable of delivering the highest possible ROI.
For example, even though it might seem logical to increase the size of your sales force to expand your base of discount store customers, the additional labor overhead may make hiring cost prohibitive -- or at least unattractive compared to other less costly strategies.
Gaining Traction in the Marketplace
Every B2B business dreams about their products' viral marketing potential. But viral marketing strategies are a far cry from money in the bank.
To succeed with discount stores, you'll want to apply a diverse mix of marketing strategies that leverage multiple marketing channels.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of discount store contacts.
Role of Owners & Managers
Owners and managers play an active role in selling to discount stores. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Given your interest in selling and in discount stores, you might find these additional resources to be of interest.
If you have an existing discount store, you are in the wrong spot. Try these useful resources:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.