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Sales Techniques By Market

Selling to Funeral Services Businesses

The word is out that many funeral services businesses are experiencing growth trends, and smart vendors are hoping to target sales prospects in this market. For companies that sell to funeral services businesses, the upside is that a strong selling approach can lead to quick gains in this market.

Despite robust demand for products sold to funeral services businesses, penetrating the market can be challenging.

Companies that market to funeral services businesses have to be prepared to communicate their product strengths to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to gain visibility with funeral services businesses.

Role of Owners & Managers

Owners and managers are active players in selling to funeral services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.

For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of funeral services business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for funeral services businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

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