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Capitalizing on Niche Markets

Selling to Packaging and Shipping Materials Retailers

In spite of high levels of competition, there are still openings for emerging entrepreneurs to enter the B2B packaging and shipping materials retailer market. If you're tired of sitting on the sidelines, maybe it's time to start selling to packaging and shipping materials retailers.

Not surprisingly, packaging and shipping materials retailers play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.

Companies that market to packaging and shipping materials retailers have to be prepared to demonstrate their value proposition to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to close sales with packaging and shipping materials retailers.

Gaining Traction in the Marketplace

Every B2B business hopes to achieve viral buzz for their products. But viral marketing strategies are a far cry from money in the bank.

To succeed with packaging and shipping materials retailers, you'll want to apply a diverse mix of marketing strategies that leverage multiple marketing channels.

Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of packaging and shipping materials retailer contacts.

Research the Market

Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they research and evaluate the specific packaging and shipping materials retailers that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with packaging and shipping materials retailers leaders and their staff facilitate the flow of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.

Networking Tips

The packaging and shipping materials retailer 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 to the extent that your team invests time and effort to develop lead list contacts into long-term business relationships. As an owner or manager, you need to train your team in networking strategies and proactively model relational sales techniques.

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