Not surprisingly, professional associations businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
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Many professional associations businesses expect high levels of service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to professional associations businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
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Acquire a professional associations business lead database.
Cooperation is a key feature of companies that succeed in selling to professional associations businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
Message First, Targets Second
Messaging is a critical weapon in your company's battle to capture market share. Confused messaging dilutes the sales cycle and makes it challenging for your customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of professional associations businesses that can be customized to your precise specifications.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific professional associations businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with professional associations businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a professional associations business, you are in the wrong spot. These resources will come in handy:
If you want to start a professional associations business, these resources should prove useful:
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