Resources for Entrepreneurs

Winning With Niche Market Sales

Selling to Tabletops Businesses

Without question, tabletops businesses are high value sales targets for B2B operations that are equipped to tackle a an uphill selling battle. For business sellers prepared to compete, tabletops businesses offer a reliable source of income .

The majority of tabletops businesses depend on distributors and vendors. So, many B2B companies build their business plans around sales to tabletops businesses.

The best sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target tabletops businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

Know Your Products

In the real world, most tabletops businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, a unique value proposition can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to tabletops businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.

Marketing to Tabletops Businesses

There are multiple methods for marketing your products to tabletops businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can substantially boost conversions and revenue.

Many businesses find that direct marketing is a useful resource in marketing to tabletops businesses because it is a non-threatening way to get their foot in the door with new customers.

The first step of a successful direct marketing strategy is to obtain a lead list from a reputable third-party provider like Experian Business Services, a company with a reputation for quality and service. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.

Role of Owners & Managers

Owners and managers are active players in selling to tabletops businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions 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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