Resources for Entrepreneurs

Capitalizing on Niche Markets

Selling to Psychological Information and Referral Services Businesses

For many firms, selling to psychological information and referral services businesses can be a pathway to achieving revenue goals. The implementation of these techniques for selling to the psychological information and referral services business market will move you significantly closer to your sales goals.

The world is unpredictable and businesses are constantly adapting their sales approaches to respond to market demands.

The process of converting psychological information and referral services businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that is tailored to your product line and customer base.

Marketing Channels for Psychological Information & Referral Services Businesses

Even though companies market their products in many different ways, there is one truth that applies to all psychological information and referral services business marketing strategies -- no single marketing channel is capable of capturing the attention you need to meet your sales goals.

Across the industry, multichannel marketing strategies are standard, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Best-in-class businesses routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a large quantity of leads that are up-to-date and targeted to the kinds of prospects that are most likely to respond to your products. In our experience, Experian Business Services has the largest and most accurate database of psychological information and referral services businesses on the market.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to psychological information and referral services businesses.

Niche Selling

New businesses that sell to the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.

In the psychological information and referral services business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.

Have Friends Who Might Like This Article?

Tweet via @gaeblerdotcom Share this on Twitter

Let them know on LinkedIn

Ready to Learn More? We Think You Might Like These Articles:


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary