Sales Strategies

Selling to Viatical and Senior Settlements Businesses

There's no question that viatical and senior settlements businesses are excellent sales targets -- and that presents an opportunity to sellers who want to improve bottomline profits. For businesses that market to viatical and senior settlements businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.

In the current business climate, viatical and senior settlements businesses are looking for the best products at affordable price points.

With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.

Marketing, Promotions & PR

Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with viatical and senior settlements business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

Putting It All Together

When everything is said and done, there is no single strategy that can guarantee a close in your efforts to sell to viatical and senior settlements businesses. It's often a combination of techniques that seals the deal.

Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.

Casting a Broad Net

The first step in selling to viatical and senior settlements businesses is to cast a broad net. Strategies that are isolated 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.

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