Winning With Niche Market Sales

Selling to Trust Companies and Services Businesses

As the market recovers, trust companies and services businesses are gradually bouncing back from the economic downturn and are starting to reinvest. The challenging part is crafting a selling strategy that captures the attention of top-tier buyers.

In the current business climate, trust companies and services businesses are looking for reliable products and great values.

If selling to trust companies and services businesses is your bread and butter, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.

Gaining Traction in the Marketplace

Every B2B business dreams about their products' viral marketing potential. But viral marketing strategies are a far cry from money in the bank.

To succeed with trust companies and services businesses, you'll want to apply a diverse mix of marketing strategies that funnel key messaging through multiple channels.

Many sellers purchase lead lists from recognized list providers. If you're in the market for a good lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of trust companies and services business contacts.

How to Sell to Trust Companies & Services Businesses

After you have established contact with a prospect, how do you close the sale?

Like many of us, trust companies and services business business owners are extremely busy and have no time for long sales pitches. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.

In some instances, your initial contact at trust companies and services businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.

Industry Developments

Inevitably, trust companies and services businesses are constantly evolving to meet the needs of the marketplace. Companies that sell to trust companies and services businesses need to evolve with their customers to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a significant disadvantage, especially in this industry.

Subscriptions to trade journals and networking are essential for staying on top of industry news and developments.

Share this article

Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities


Business Glossary