Capitalizing on Niche Markets

Selling to Platemaking Services Businesses

Many platemaking services businesses offer opportunities for B2B businesses to tap into new revenue streams. Here's how to sell to platemaking services businesses in the current business climate.

The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may be less important than other critical resources.

These days, initiative and strategy are two things that never go out of style � especially for companies that sell to platemaking services businesses.

How to Sell to Platemaking Services Businesses

After you have qualified a lead, how do you close the sale?

Like many of us, platemaking services business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.

In some instances, your initial contact at platemaking services businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.

Sales Strategy Tips

Effective platemaking services business sales strategies are concerned about both sales techniques and ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be pushed to the top of the list.

Also, it's important to avoid a silo approach to platemaking services business sales. Companies that isolate their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.

How to Find Platemaking Services Business Leads

Leads form the basis for winning sales strategies. The first step in lead generation is to evaluate the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.

The names of platemaking services businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most accurate source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward platemaking services businesses.

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