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Profitable Niche Markets

Selling to Oil Well Services Businesses

The territory of oil well services businesses is fertile soil for B2B sales. For entrepreneurs that market to oil well services businesses, the upside is that a strong selling approach can lead to quick gains in this market.

In the current business climate, oil well services businesses are looking for reliable products and great values.

A strong value proposition and a great strategy are requirements for companies who sell to oil well services businesses. Although there are market challenges, new entries to the marketplace can gain traction by applying a handful of proven sales principles.

Marketing to Oil Well Services Businesses

There are several ways to market your products to oil well 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 oil well 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 with a reputation for quality and service. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes ignore cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.

For example, even though it might seem logical to increase the size of your sales force to expand your base of oil well services business customers, the additional labor overhead may make hiring cost prohibitive -- or at least unattractive compared to other less costly strategies.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to oil well services businesses.

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