New technologies and innovative sales techniques have value. But in a B2B sales environment, they may be less important than other critical resources.
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The process of converting individual counseling businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Sales & Marketing Tips
Some B2B individual counseling business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways individual counseling business owners access information. Traditional channels like direct mail and telemarketing have value, 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 individual counseling 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 individual counseling business lead lists to B2B sellers.
New businesses that sell to the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the individual counseling business industry, niches can be based on location, business size or sub-specialties within the industry. For niche sellers, market research is a non-negotiable. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.
High Impact Strategies
High impact sales strategies leverage cost efficiencies to deliver higher profit margins. In many cases, these strategies revolve around the more efficient utilization of resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of the resources you use to sell to individual counseling businesses.
Given your interest in selling and in individual counseling businesses, you might find these additional resources to be of interest.
If you currently own an individual counseling business, you are in the wrong spot. These resources will come in handy:
If you want to start an individual counseling business, these resources should prove useful:
If you are looking for advice on selling to a different company type, you will enjoy our directory of sales guides below.