Initiative and perseverance are admirable characteristics for sales professionals. But selling to visual arts businesses requires more than a desire to succeed.
(article continues below)
Companies that market to visual arts businesses have to be prepared to prove their primary selling points to customers who are savvy about marketplace realities. Here are some of the other things you'll need to gain visibility with visual arts businesses.
With visual arts businesses now turning to the Internet for equipment and supplies, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to visual arts businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
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 visual arts business owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should focus their marketing budgets on initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, 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.
Given your interest in selling and in visual arts businesses, you might find these additional resources to be of interest.
If you currently own a visual arts business, you are in the wrong spot. These resources will come in handy:
If you want to start a visual arts business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.