Sales Tips

Selling to Hand Blown Glass Shops

The trouble with selling to hand blown glass shops is that misguided efforts can threaten your entire plan for success. For businesses that market to hand blown glass shops, the streamlined sales strategies discussed in this article can be the key to gaining a foothold in the industry.

Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.

With market momentum on their side, entrepreneurs are knocking on the doors of the marketplace, anxious to collect their share of the profits. Competition is fierce, so new businesses need to be intentional about the way they approach hand blown glass shops.

Know Your Products

In the real world, most hand blown glass shops aren't interested in one-size-fits-all product lines. Before they make a purchasing decision, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's crucial for your sales team to be knowledgeable and smart. If you're selling a service to hand blown glass shops, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

Direct Marketing Strategies

Direct marketing is an effective way to sell to hand blown glass shops. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a platform for relationships with hand blown glass shops that can benefit from your products or services.

The tricky part about direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of hand blown glass shops that produce high conversion rates.

Sales Incentives

Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed hand blown glass shop sales targets.

Incentives don't have to be pricey -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.

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