How to Sell to Niche Markets
Selling to Express and Transfer Services Businesses
Leading express and transfer services businesses understand the value of every dollar. If you're tired of sitting on the sidelines, maybe it's time to start selling to express and transfer services businesses.
No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting – but ultimately achievable business goal.
More often than not, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the express and transfer services business industry where simple blunders can translate into losses in market share.
Casting a Broad Net
The first step in selling to express and transfer services businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
It's also important to implement regular review mechanisms to evaluate the effectiveness of both your sales team and your strategy. Internal review processes should be based on quantifiable data as well as direct input from express and transfer services businesses themselves.
If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.
Marketing to Express & Transfer Services Businesses
Marketing strategies for express and transfer services businesses are constantly evolving. Businesses that sell in this market have to be diligent about staying on top of trends, marketing channels and technologies. Although they aren't a one-size-fits-all solution, online marketing channels such as social media sites and email campaigns are becoming more widespread.
In order to feed new express and transfer services business leads to your sales team, you will need to identify a process for generating high quality leads. One of the ways to perform consistent lead generation is to obtain updated lead lists. Vendors like Experian Business Services provide reasonably priced lead lists that can be sorted and filtered to your precise specifications.
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