Winning With Niche Market Sales
Selling to Tax Return Preparation Businesses
There's no question that tax return preparation businesses are major players in a growth industry -- and that presents an opportunity to vendors who want to improve bottomline profits. For businesses that market to tax return preparation businesses, the focused selling strategies discussed in this article can be the key to gaining a foothold in the industry.
In today's economy, even small missteps can have dramatic consequences for your company's bottom line and impede your selling success.
Don't let the fast pace of the marketplace trip you up. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.
Collaboration is a hallmark of companies that succeed in selling to tax return preparation businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the spark that is needed to take your company to the next level.
How to Find Tax Return Preparation Business Leads
Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of tax return preparation businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most accurate source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward tax return preparation businesses.
Benefits of Networking
Networking expands your reach within the industry. In addition to raising your company's profile, it increases the amount of influence you have with tax return preparation businesses.
But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
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