September 20, 2020  
 
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Selling to Niche Markets

 

Selling to Stenciling and Designing Businesses

Many stenciling and designing businesses present possibilities for business sellers to earn profits. Here is the information that will help you get started selling to this market.

Penetrating the world of stenciling and designing businesses can require complex sales and marketing strategies.
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Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the stenciling and designing business industry where simple blunders can translate into losses in market share.

Industry Experience

In stenciling and designing business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical stenciling and designing business.

B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, stenciling and designing businesses may also be more amenable to sellers within their network, so it's important to make new contacts as quickly as possible.

How to Evaluate Sales Staff

Regular sales force reviews are necessary 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 stenciling and designing businesses.

Marketing Mix

Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and place a high premium on channels that funnel messaging directly to decision makers.

Although there are no one-size-fits-all marketing strategies for stenciling and designing businesses, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of stenciling and designing businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.

More Info on Selling

We think you may find these additional resources to be of interest.

Top Five Cold Calling Tips

Mailing Lists for Stenciling and Designing Businesses

Sales Lead Scoring


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Sometimes the best marketing tips come from other business owners. If you have any tips or advice for selling to stenciling and designing businesses, we invite you to submit your comments and suggestions.


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