Sales Performance Advice
Selling to Knitting and Crocheting Retailers
To be sure, knitting and crocheting retailers are major players in a growth industry -- and that makes them attractive to companies who are eager to get in on the action. Don't forget that knitting and crocheting retailers aren't easy sales marks -- here's what you'll need to close sales in this niche market.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
The best sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target knitting and crocheting retailers. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
How to Communicate Your Message
Messaging is an important part of a successful sales strategy. Unfocused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
For maximum impact, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although there is more than one way to capture lead contacts, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of knitting and crocheting retailers that can be customized to your precise specifications.
It's also important to design processes for the review of your sales force and selling strategy. Internal review processes should consider individual performance statistics as well as direct input from knitting and crocheting retailers themselves.
If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.
Emerging sellers in the knitting and crocheting retailer market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value knitting and crocheting retailer leads.
In this industry, it is especially important to develop a customer-focused approach. As a rule, knitting and crocheting retailers are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
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