Capitalizing on Niche Markets
Selling to Photographic Art Businesses
As the market recovers, photographic art businesses are gradually bouncing back from the Great Recession and are starting to reinvest. Here is the information you need to get started selling to this market.
Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting – but ultimately achievable business goal.
Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition is fierce, so new businesses need to be intentional about the way they approach photographic art businesses.
Role of Owners & Managers
Owners and managers play an active role in selling to photographic art businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific photographic art businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with photographic art businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.
How to Generate Solid Leads
There aren't any standard rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to photographic art businesses should take steps to automate the lead generation process CRM and other techniques.
One option worth considering is the integration of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the man hours it takes to create your own lead list from scratch.
At Gaebler, we advise our business partners to explore Experian Business Services for photographic art business lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to your precise lead specifications.
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