How to Sell to Niche Markets
Selling to Exporters Businesses
Today's top exporters businesses understand the value of every dollar. This is the approach that will help you get started selling to this market.
Over the past several years, exporters businesses have become hot prospects in the B2B marketplace.
The process of converting exporters businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
How to Find Exporters Business Leads
Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of exporters businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most reliable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward exporters businesses.
Putting It All Together
Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to exporters businesses. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that incorporates proven sales techniques into a carefully designed sales strategy.
Industry Experience
In exporters business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to be familiar with the things are important to a typical exporters business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, exporters businesses may also be more friendly to sellers within their network, so it's important to expand your industry contact base as quickly as possible.
Share this article
Additional Resources for Entrepreneurs