September 21, 2020  
 
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How to Sell to Niche Markets

 

Selling to Used Printing Equipment Businesses

As the clouds dissipate, used printing equipment businesses are gradually bouncing back from the economic downturn and are positioned for investment. With a careful strategy, your business can earn a hefty profit selling to used printing equipment businesses.

Initiative and perseverance are admirable characteristics for sales professionals. But selling to used printing equipment businesses requires more than a desire to succeed.
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Many used printing equipment businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to used printing equipment businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Marketing to Used Printing Equipment Businesses

There are multiple methods for marketing your products to used printing equipment 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 makes a difference in marketing to used printing equipment businesses because it is a non-threatening resource for introducing their products to new customers.

The first step in developing a direct marketing campaign 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.

Casting a Broad Net

The first step in selling to used printing equipment businesses is to cast a broad net. Strategies that limited to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.

Role of Owners & Managers

Owners and managers are active players in selling to used printing equipment 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 gain valuable information about the market and the execution of your sales strategy.

More Articles on Selling

Given your interest in selling and in used printing equipment businesses, you might find these additional resources to be of interest.

Mailing Lists for Used Printing Equipment Businesses

How to Qualify a Sales Lead

Get Sales Leads from Webinars

Closing a Sale


Conversation Board

What challenges have you experienced in marketing to used printing equipment businesses? How did you overcome those challenges and convert prospects to satisfied customers? If you have practical insights about selling in the used printing equipment business industry, we want to hear from you!


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