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Niche Customer Sales Tactics

Selling to Water Gardens, Fountains, and Ponds Businesses

The area of water gardens, fountains, and ponds businesses represents a big opportunity for ramping up sales. The challenging part is designing a sales plan that targets the industry's major players.

Many water gardens, fountains, and ponds businesses rely on third-party vendors for equipment, supplies and other products. So, many B2B companies build their strategic plans around sales to water gardens, fountains, and ponds businesses.

In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately water gardens, fountains, and ponds businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.

Know Your Products

In the real world, most water gardens, fountains, and ponds businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor in conversions. It's crucial for your sales team to be knowledgeable and informed. If you're selling a service to water gardens, fountains, and ponds businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.

Sales Management Tips

Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.

In this industry, sales reps tend to be highly motivated performers who are accustomed to thriving in fast-paced sales environments. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.

Don't neglect the fact that water gardens, fountains, and ponds business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

Reaching Prospective Customers

Prospecting is the process of identifying potential customers and converting them to qualified leads.

Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for water gardens, fountains, and ponds businesses.

Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

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