How to Sell to Niche Markets
Selling to Emblems Businesses
There's no question that emblems businesses are major players in a growth industry -- and that presents an opportunity to vendors who are eager to get in on the action. We'll tell you how to get past selling obstacles in the emblems business market and dominate the competition.
Despite robust demand for products sold to emblems businesses, breaking into the market can be challenging.
The majority of emblems businesses expect high levels of service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to emblems businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. For those who do not have a good lead management system, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B emblems business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with emblems business 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 channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, 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.
The emblems business industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
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