How to Sell to Niche Markets
Selling to Employment Businesses
As the dust clears, employment businesses are gradually bouncing back from the economic downturn and are positioned for investment. For B2B companies that are up to the challenge, employment businesses offer a reliable source of income .
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
Good sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target employment 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 Team Considerations
Many businesses that sell to employment businesses take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for lone rangers 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 model team-based behaviors throughout the organization.
Marketing Channels for Employment Businesses
Even though companies market their products in many different ways, there is one truth that applies to all employment business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.
Across the industry, multichannel marketing strategies are standard, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.
Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a large quantity of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of employment businesses on the market.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, you're missing out on a valuable selling resource. 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 employment business industry, the the under-utilization of CRM can put your business at a competitive disadvantage.
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