Niche Customer Sales Tactics
Selling to Writing Schools
Many writing schools present possibilities for B2B businesses to tap into new revenue streams. Products, price and dependable service are all important considerations – so businesses that sell to writing schools need to demand excellence from their team.
Penetrating the world of writing schools can require complex sales and marketing strategies.
Don't be intimidated by the speed of the marketplace. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.
Sales & Marketing Tips
Some B2B writing school suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways writing school owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying writing school leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable writing school lead lists to B2B sellers.
It's also important to design processes for the review of your sales force and selling strategy. Internal review processes should be based on quantifiable data as well as direct input from writing schools themselves.
If necessary, don't hesitate to adjust your strategy or personnel mix to accommodate changes in the marketplace.
Inevitably, writing schools are constantly adapting to the marketplace. Companies that sell to writing schools must also adapt to meet changing consumer needs. B2B businesses that take an unintentional approach to industry developments are at a substantial disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
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