September 24, 2020  
 
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Selling to Niche Markets

 

Selling to Pediatric Behavioral and Developmental Medicine Practices

The problem with selling to pediatric behavioral and developmental medicine practices is that misguided efforts can threaten your entire plan for success. Product offerings, cost and customer service are all important considerations – so businesses that sell to pediatric behavioral and developmental medicine practices need to be at the top of their game.

As it turns out, pediatric behavioral and developmental medicine practices are subject to normal business demands; they respond to businesses that offer solid, affordable products.
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The process of moving pediatric behavioral and developmental medicine practices from prospects to satisfied customers isn't a given. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.

Strategies for Selling to Pediatric Behavioral & Developmental Medicine Practices

Although there are exceptions, pediatric behavioral and developmental medicine practices are always interested in products that help them improve the level of service to their customers.

Cost is a constant concern, but if pediatric behavioral and developmental medicine practices believe a new product or line of products will significantly enhance their customers' experience, price takes a backseat to quality.

Businesses that sell to pediatric behavioral and developmental medicine practices need to also recognize the fact that pediatric behavioral and developmental medicine practices aren't necessarily the beneficiaries of their products, so strategies that focus on enhancing customer experiences are frequently well-received by buyers.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.

For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of pediatric behavioral and developmental medicine practice customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

Reaching Prospective Customers

Prospecting is the process of identifying potential customers and converting them to qualified leads.

Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for pediatric behavioral and developmental medicine practices.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

More Info on Selling

Given your interest in selling and in pediatric behavioral and developmental medicine practices, you might find these additional resources to be of interest.

Cold Call Tips

Buying Sales Lists Online

Mailing Lists for Pediatric Behavioral and Developmental Medicine Practices


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Do You Own a Pediatric Behavioral & Developmental Medicine Practice?

If you have an existing pediatric behavioral and developmental medicine practice, you are in the wrong spot. These resources will come in handy:

Marketing a Pediatric Behavioral and Developmental Medicine Practice

Selling a Pediatric Behavioral and Developmental Medicine Practice

Want to Start a Pediatric Behavioral & Developmental Medicine Practice?

If you hope to open a pediatric behavioral and developmental medicine practice, we have some better resources for you:

Starting a Behavioral & Developmental Medicine Pediatrics Physicians & Surgeons Business

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