Capitalizing on Niche Markets
Selling to Piano Tuning, Repair, and Refinishing Businesses
Today's top piano tuning, repair, and refinishing businesses understand the value of every dollar. The tricky part is crafting a selling strategy that targets high value prospects.
Many piano tuning, repair, and refinishing businesses depend on distributors and vendors. So, many B2B companies build their business plans around sales to piano tuning, repair, and refinishing businesses.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately piano tuning, repair, and refinishing businesses are plentiful, but the challenge is to acquire and retain new accounts.
Get To Know Your Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific piano tuning, repair, and refinishing businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with piano tuning, repair, and refinishing businesses leaders and their staff can establish a basis for the sales cycle. These meetings can also provide information that can give your business a competitive edge.
Role of Owners & Managers
Owners and managers are active players in selling to piano tuning, repair, and refinishing businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Focused Messaging
Lead generation mechanisms are vital for firms that sell to piano tuning, repair, and refinishing businesses. Sales teams should be trained in basic lead generation as well as your company's typical prospecting routines. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the time requirements for gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Remember: piano tuning, repair, and refinishing businesses are educated buyers who know a hollow sales pitch when they hear it. To get their attention, you'll need to create highly focused sales messages that leverages your product's differentiated features.
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