Sell to Your Target Market
Selling to Shoe Stores
To be sure, shoe stores are major players in a growth industry -- and that makes them attractive to companies who have aggressive revenue targets. Here's the list of tips you need to generate more sales to shoe stores around the country.
Initiative and perseverance are admirable characteristics for sales professionals. But selling to shoe stores requires more than an impeccable work ethic.
Companies that are trying to break into the market need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.
Strategy and ROI
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to shoe stores because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to shoe stores should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for shoe store lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to your precise lead specifications.
Casting a Broad Net
The first step in selling to shoe stores is to take a broad approach to the marketplace. Strategies that focus exclusively on the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to expand your territory to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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