Capitalizing on Niche Markets

Selling to Petroleum Engineers Businesses

There's no question that petroleum engineers businesses are major players in a growth industry -- and that makes them attractive to companies who are eager to get in on the action. The challenging part is crafting a selling strategy that targets high value prospects.

B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.

Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.

Putting It All Together

Ultimately, there is no single strategy that can guarantee positive outcomes in your efforts to sell to petroleum engineers businesses. It's often a combination of techniques that seals the deal.

Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.

Direct Marketing Strategies

Direct marketing is an effective way to sell to petroleum engineers businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a baseline for relationships with petroleum engineers businesses that can benefit from your products or services.

The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of petroleum engineers businesses that are primed for sales pitches.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy is fair game for cost analysis. Business owners sometimes ignore cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.

For example, even though it might seem logical to increase the size of your sales force to expand your base of petroleum engineers business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.

Share this article


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary