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Business Development Strategies for Niche Markets

Selling to Lighterage Businesses

The word is out that many lighterage businesses are expanding, and small businesses are looking to drive incremental sales from this niche market. The tricky part is crafting a selling strategy that captures the attention of high value prospects.

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

The majority of lighterage businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to lighterage businesses, the consistent application of sound business principles is just as important as your relationships with your customers.

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 lighterage businesses should take steps to automate the lead generation process through the use of technology and networking activities.

One option worth considering is the use 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 lighterage business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to geography area, demographic traits and other criteria.

Tips for Selling to Lighterage Businesses

Businesses that sell to lighterage businesses rely on accurate information about their prospects, their products and their competition.

Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.

Niche Selling

New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to tailor your business model to an underserved niche.

In the lighterage 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 the research confirms your expectations.

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