Capitalizing on Niche Markets
Selling to Partitions and Dividers Businesses
As the dust clears, partitions and dividers businesses are gradually bouncing back from the market slowdown and are starting to reinvest. The tricky part is crafting a selling strategy that captures the attention of high value prospects.
There are no universal approaches for selling to partitions and dividers businesses. The basis for success is the same as it is in many other industries.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. The good news is that partitions and dividers businesses can be found throughout the nation, but the trick is to acquire and retain new accounts.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to thriving in fast-paced sales environments. But, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that partitions and dividers business owners are often sensitive to team dynamics and may not respond to sales reps who seem overly disconnected from their sales unit.
Sales & Marketing Tips
Some B2B partitions and dividers business suppliers outsource marketing while others prefer to handle it in-house. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways partitions and dividers business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying partitions and dividers business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable partitions and dividers business lead lists to B2B sellers.
Casting a Broad Net
The first step in selling to partitions and dividers businesses is to take a broad approach to the marketplace. Strategies that focus exclusively on the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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