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Capitalizing on Niche Markets

Selling to Postage Equipment and Service Businesses

As the market recovers, postage equipment and service businesses are gradually bouncing back from the Great Recession and are starting to reinvest. The implementation of these techniques for selling to the postage equipment and service business market will move you significantly closer to your sales goals.

The majority of postage equipment and service businesses depend on distributors and vendors. So, many B2B companies build their business plans around sales to postage equipment and service businesses.

Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition can be tight, so new businesses have to be careful about the way they approach postage equipment and service businesses.

Effective Marketing Strategies

Effective sales strategies begin with marketing, and the marketing strategies for postage equipment and service businesses are as diverse as they come.

Yet in this industry, marketing effectiveness comes down to whether or not you're able to target key decision makers. From traditional marketing to cutting-edge Internet strategies, any initiative that fails to reach decision makers is a waste of time and resources.

In this high stakes game, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the smartest choice for making sure your team is equipped with the most up-to-date information possible. If you aren't happy with your current lead list provider, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted postage equipment and service business leads.

Casting a Broad Net

The first step in selling to postage equipment and service businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.

Sales Incentives

In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to inspire your team even further, consider offering sales incentives to sales reps that exceed postage equipment and service 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.

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