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Selling to Sunglasses and Goggles Wholesale and Manufacturers Businesses

To be sure, sunglasses and goggles wholesale and manufacturers businesses are major players in a growth industry -- and that presents an opportunity to sellers who are eager to get in on the action. Here are some of the things that are required to sell to sunglasses and goggles wholesale and manufacturers businesses in today's marketplace.

The world is a fluid business environment and businesses are constantly evolving their selling strategies to keep pace with changes in the marketplace.

Frequently, the best B2B businesses achieve success through the consistent application of proven selling concepts. That's especially true in the sunglasses and goggles wholesale and manufacturers business industry where small oversights can translate into losses in market share.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for sunglasses and goggles wholesale and manufacturers businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

Market Intelligence

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 sunglasses and goggles wholesale and manufacturers businesses that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with sunglasses and goggles wholesale and manufacturers businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.

Role of Owners & Managers

Owners and managers should expect to be active participants in selling to sunglasses and goggles wholesale and manufacturers businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.

By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.

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