November 29, 2020  
 
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Selling to Niche Markets

 

Selling to Duplicating Machines Service and Repair Businesses

Most duplicating machines service and repair businesses have lean financials and demanding schedules. Here are some of the things that are required to sell to duplicating machines service and repair businesses in the current market.

No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting but ultimately achievable business goal.
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Many duplicating machines service and repair businesses expect stellar service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to duplicating machines service and repair businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Hiring Staff

Your sales force is your most important sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.

Most duplicating machines service and repair businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in the processes that are required to maintain the customer relationship after they have closed the sale.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for duplicating machines service and repair businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

Strategies for Selling to Duplicating Machines Service & Repair Businesses

Although there are exceptions, duplicating machines service and repair businesses are always interested in products that help them better serve their customers.

Cost is a constant concern, but if duplicating machines service and repair businesses believe a new product or line of products can substantially improve their customers' experience, the quality of your products may be more important than the price.

Businesses that sell to duplicating machines service and repair businesses need to also recognize the fact that duplicating machines service and repair businesses aren't necessarily the beneficiaries of their products, so strategies that focus on enhancing customer experiences are often greeted enthusiastically in the marketplace.

More Articles on Selling

Given your interest in selling and in duplicating machines service and repair businesses, you might find these additional resources to be of interest.

Creating a Sales Prospecting Plan

Mailing Lists for Duplicating Machines Service and Repair Businesses

Closing a Sale

Closing the Sale


Conversation Board

What strategies have you found to be most successful in marketing to duplicating machines service and repair businesses? We love to receive feedback from the industry and welcome your comments about the best marketing strategies in today's market.


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