Capitalizing on Niche Markets
Selling to Phone Equipment and Systems Service and Repair Businesses
Businesses that market to phone equipment and systems service and repair businesses face internal and external barriers to success. Here's how to sell to phone equipment and systems service and repair businesses in the new economy.
New technologies and innovative sales techniques have value. But in a B2B sales environment, they may not be your most valuable assets.
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to phone equipment and systems service and repair businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
Reaching Prospective Customers
Prospecting turns names into promising 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 phone equipment and systems service and repair businesses.
Lead lists are helpful 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.
The phone equipment and systems service and repair business 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 if your sales force is willing to develop 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.
Casting a Broad Net
The first step in selling to phone equipment and systems service and repair businesses is to cast a broad net. Strategies that are isolated to 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 expand your territory 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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