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Capitalizing on Niche Markets

Selling to Porcelain Products Businesses

Today's top porcelain products businesses understand the value of every dollar. The difficult part is crafting a selling strategy that targets high value prospects.

There are no universal approaches for selling to porcelain products businesses. The basis for success is the same as it is in many other industries.

The details of your sales strategy will vary according to your circumstances and your company's unique sales objectives. But overall, there are several things you will need to consider when crafting a strategy to sell to porcelain products businesses.

Industry Experience

In porcelain products business sales, industry experience is an advantage. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical porcelain products business.

B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, porcelain products businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.

Market Aggressively

Ambitious marketing directly impacts porcelain products business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.

A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

Sales Team Considerations

The majority of businesses that sell to porcelain products businesses take a team sales approach.

Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for lone rangers in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.

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