Resources for Entrepreneurs

How to Sell to Niche Markets

Selling to Elder Care Businesses

The problem with selling to elder care businesses is that misguided efforts can threaten your entire plan for success. To dominate in the elder care business industry, you'll need to closely adhere to a handful of sales fundamentals.

Over the past several years, elder care businesses have experienced slow, but steady growth.

Companies that market to elder care businesses have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to elder care businesses.

Collaborative Strategies

Cooperation is a key feature of companies that succeed in selling to elder care businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.

In some cases, the synergy between sales, marketing and other business units can provide the competitive advantage your business needs to outperform competitors that are more firmly entrenched in the market.

Direct Marketing Strategies

Direct marketing has many advantages for selling to elder care businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a platform for relationships with elder care businesses that can benefit from your products or services.

The sticking point of direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of elder care businesses that produce high conversion rates.

Sales Strategy Tips

Effective elder care business sales strategies focus on selling fundamentals and ROI. Some sales techniques are simply more efficient than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to elder care business sales. Companies that create firewalls around their sales units fall behind in the marketplace, especially when they compete against companies that encourage dialogue and collaboration between sales, marketing and other units.

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