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Capitalizing on Niche Markets

Selling to Powder Processing and Coating Industrial Businesses

First tier powder processing and coating industrial businesses recognize that every dollar counts. Here's what you'll need to sell to powder processing and coating industrial businesses in today's marketplace.

No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.

If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.

How to Evaluate Sales Staff

Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to powder processing and coating industrial businesses.

How to Find Powder Processing & Coating Industrial Business Leads

Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can widen the field to include the yellow pages, Internet searches and trade listings.

The names of powder processing and coating industrial 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 powder processing and coating industrial businesses.

Hiring Staff

Your sales force is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.

Most powder processing and coating industrial businesses appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in service as well as sales routines.

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