B2B Selling Advice
Selling to Independent Churches
For many entrepreneurs, selling to independent churches can be a pathway to achieving revenue goals. Don't forget that independent churches aren't easy sales marks -- here's what you'll need to convert prospects into customers.
Not surprisingly, independent churches play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.
In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style – especially for companies that sell to independent churches.
How to Generate Solid Leads
There aren't any cut and dry rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to independent churches should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the integration of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for independent church lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
Inevitably, independent churches are constantly adapting to the marketplace. Companies that sell to independent churches should likewise adapt their approach to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a significant disadvantage, especially in this industry.
Subscriptions to trade journals and networking are essential for staying on top of industry news and developments.
How to Sell to Independent Churches
Once your foot is in the door, how do you close the sale?
Like many of us, independent church business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at independent churches you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
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