October 29, 2020  
 
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Selling to Niche Markets

 

Selling to Pediatric Physicians Practices

It's common knowledge that many pediatric physicians practices are experiencing growth trends, and small businesses are striking while the iron's hot. The challenging part is devising a sales approach that captures the attention of high value prospects.

Over the past several years, pediatric physicians practices have experienced moderate growth rates compared to other businesses.
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Many pediatric physicians practices expect to receive great service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to pediatric physicians practices, the consistent application of sound business principles is just as important as your relationships with your customers.

Networking Tips

The pediatric physicians practice industry is relationship-based. Businesses that sell in the industry rely on industry contacts for leads and other aspects of the sales cycle.

Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to prioritize networking strategies and proactively model relational sales techniques.

Know the Competition

Companies who sell to pediatric physicians practices face a crowded and competitive marketplace.

Like it or not, there are many other businesses that sell similar product lines. Subsequently, pediatric physicians practices are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.

By researching the competition, you gain the ability to evaluate and establish differentiated sales features. Although there are many ways to research your competitors, discussions with pediatric physicians practices themselves may be the best source of information.

Sales & Marketing Tips

Some B2B pediatric physicians practice suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways pediatric physicians practice owners access information. Traditional channels like direct mail and telemarketing can be effective, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

The best B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying pediatric physicians practice 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 pediatric physicians practice lead lists to B2B sellers.

More Articles on Selling

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

Get Sales Leads from Webinars

Where to Find Sales Prospects

Mailing Lists for Pediatric Physicians Practices


Conversation Board

The pediatric physicians practice industry is constantly changing, and new sales and marketing strategies are emerging everyday. We welcome your comments and feedback about the sales and marketing tactics that are delivering the best returns in today's marketplace.


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