B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
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If selling to food and beverage services businesses is your primary revenue stream, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
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Putting It All Together
When everything is said and done, there is no single strategy that can guarantee conversions in your efforts to sell to food and beverage services 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 integrates sales techniques with a more comprehensive sales and marketing strategy.
Casting a Broad Net
The first step in selling to food and beverage 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.
Sales & Marketing Tips
Some B2B food and beverage services business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways food and beverage services business owners access information. Traditional channels like direct mail and telemarketing can be effective, 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 food and beverage services 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 food and beverage services business lead lists to B2B sellers.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a food and beverage services business, you are in the wrong spot. These resources will come in handy:
If you hope to open a food and beverage services business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.