Resources for Entrepreneurs

How to Sell to Niche Markets

Selling to Electric Wire and Cable Businesses

Leading electric wire and cable businesses recognize that every dollar counts. The tricky part is crafting a selling strategy that gets your products noticed by high value prospects.

In the current business climate, electric wire and cable businesses are looking for reliable products and great values.

The best sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target electric wire and cable businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

Sales Incentives

In a perfect world, 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 electric wire and cable business sales targets.

Incentives don't have to break your budget -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.

Be Prepared for Tough Questions

In the real world, most electric wire and cable businesses aren't interested in undifferentiated, non-specific product and service offerings. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to electric wire and cable businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.

Sales & Marketing Tips

Some B2B electric wire and cable business suppliers outsource marketing while others prefer to handle it in-house. Either way, your marketing strategy should leverage a multichannel approach that addresses the diverse ways electric wire and cable business owners access information. Traditional channels like direct mail and telemarketing have value, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying electric wire and cable business leads, it will be difficult to capture a meaningful share of the market.

If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable electric wire and cable business lead lists to B2B sellers.

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