Sales Advice By Market
Selling to Acupuncture Practices
Leading acupuncture practices understand the value of every dollar. Here is the information you need to get started selling to this market.
Initiative and perseverance are excellent personality traits for sales professionals. But selling to acupuncture practices requires more than an impeccable work ethic.
If selling to acupuncture practices is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Networking Tips
The acupuncture practice industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. However, it's important to make sure your sales force isn't so focused on conversation 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 acupuncture practices.
Lead lists are advantageous because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Casting a Broad Net
The first step in selling to acupuncture practices is to take a broad approach to the marketplace. 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 increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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