Capitalizing on Niche Markets
Selling to Printing Design Services Businesses
The word is out that many printing design services businesses are experiencing growth trends, and small businesses are hoping to target sales prospects in this market. We'll tell you what it takes to overcome selling hurdles in the printing design services business market and dominate the competition.
Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that landing new customers in this industry is a daunting – but ultimately achievable business goal.
The process of converting printing design services businesses from prospects to satisfied customers isn't random. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.
CRM (Customer Relationship Management) technology is old hat for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B printing design services business industry, the the under-utilization of CRM can put your business at a competitive disadvantage.
With printing design services businesses increasingly using the Internet to locate vendors, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Sales & Marketing Tips
Some B2B printing design services business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways printing design services business owners access information. Traditional channels like direct mail and telemarketing have value, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying printing design services business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable printing design services business lead lists to B2B sellers.
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