November 27, 2020  
 
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How to Sell to Niche Markets

 

Selling to Earthquake Engineering Firms

In today's business environment, uncertainty is the only constant for earthquake engineering firms. The challenging part is crafting a selling strategy that targets high value prospects.

In the current business climate, earthquake engineering firms are looking for quality and affordability.
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In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately earthquake engineering firms are plentiful, but the challenge is to acquire and retain new accounts.

Create a Plan

There is nothing accidental about effective earthquake engineering firm sales. The industry is filled with educated buyers who know their way around the marketplace.

As a result, top B2B sellers know better than to leave anything to chance. Before they start selling, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with a skeletal strategy in some industries, the earthquake engineering firm industry will eat you alive unless you go into it with a carefully crafted blueprint.

Sales Team Considerations

Most of the businesses that sell to earthquake engineering firms utilize a team sales approach.

Although your team may be comprised of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.

Marketing, Promotions & PR

Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with earthquake engineering firm owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with buyers.

Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

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Closing a Complex Sale

Sales Lead Scoring


Conversation Board

Did you find our tips for selling and marketing to earthquake engineering firms helpful? Is there anything we missed? If so, we would love to hear your comments and insights about what it's like to sell to earthquake engineering firms in the current market.


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