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Capitalizing on Niche Markets

Selling to Plastic Forming Businesses

It's common knowledge that many plastic forming businesses are expanding, and smart vendors are looking to drive incremental sales from this niche market. With the right approach, your business can achieve financial success selling to plastic forming businesses.

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 lofty ambition that demands diligence and respect.

A strong value proposition and a great strategy are requirements for companies who sell to plastic forming businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.

Developing a Marketing Plan

A solid marketing plan is the foundation of a profitable sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your revenue stream will be weak.

Keep in mind that plastic forming businesses are fast-paced operations with little patience for drawn out sales meetings and follow-up cycles.

A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan serves up an intentional selling strategy that delivers results.

Sales Incentives

Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed plastic forming business sales targets.

Incentives don't have to be pricey -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.

Marketing Mix

Since it's impossible to separate sales and marketing, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.

Although there are no one-size-fits-all marketing strategies for plastic forming businesses, B2B sellers can almost always benefit from outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of plastic forming businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.

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