There's no such thing as an easy B2B sale. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
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Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the seafood restaurant industry where small oversights can translate into losses in market share.
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 seafood restaurants that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with seafood restaurants leaders and their staff facilitate the flow of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
Sales Team Considerations
The majority of businesses that sell to seafood restaurants utilize a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to incorporate teamwork into their leadership styles.
How to Find Seafood Restaurant Leads
Leads form the basis for winning sales strategies. The first step in lead generation is to analyze the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.
The names of seafood restaurants you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward seafood restaurants.
Ready to learn more? You may find these additional resources to be of interest.
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