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Selling to Outsourcing Businesses

The word is out that many outsourcing businesses are expanding, and smart vendors are striking while the iron's hot. The implementation of these techniques for selling to the outsourcing business market will dramatically improve sales.

A good sales strategy is the foundation of a solid revenue stream. So for businesses that sell to outsourcing businesses, strategic sales planning is a prerequisite for success.

Quality products, a good strategy and a lot of hard work are requirements for companies who sell to outsourcing businesses. Despite the presence of market barriers, emerging companies can gain traction by applying a handful of proven sales principles.

Benefits of Networking

Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with outsourcing businesses.

But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.

How to Find Outsourcing Business Leads

Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can widen the field to include the yellow pages, Internet searches and trade listings.

The names of outsourcing businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.

But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward outsourcing businesses.

How to Sell to Outsourcing Businesses

After you have qualified a lead, how do you close the sale?

Like many of us, outsourcing business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.

In some instances, your initial contact at outsourcing businesses you call on may not even be the decision maker, making it necessary to quickly locate the real decision maker and adjust your approach accordingly.

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