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B2B Selling Advice

Selling to Investment Services Businesses

Most would agree that investment services businesses are high value sales targets in today's marketplace. This article teaches you what you need to do to overcome selling challenges in the investment services business market and dominate the competition.

Over the past several years, investment services businesses have experienced moderate growth rates compared to other businesses.

The process of moving investment services businesses from prospects to satisfied customers isn't random. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.

Marketing to Investment Services Businesses

There are multiple methods for marketing your products to investment services businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can substantially boost conversions and revenue.

Many businesses find that direct marketing is also helpful in marketing to investment services businesses because it is a non-threatening resource for introducing their products to new customers.

The first step of a successful direct marketing strategy is to obtain a lead list from an established third-party provider like Experian Business Services, a company that is well-known in the B2B community. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.

Hiring Staff

Your sales team is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team lacks the expertise and resources to perform at the highest levels.

Most investment services businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in techniques for service after the sale.

Networking Tips

The investment services business industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.

Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to prioritize networking strategies and proactively model relational sales techniques.

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