Sales Advice By Market
Selling to Acupuncture and Acupressure Practices
First tier acupuncture and acupressure practices understand the value of every dollar. Don't forget that acupuncture and acupressure practices aren't easy sales marks -- here's what you'll need to convert prospects into customers.
In recent years, acupuncture and acupressure practices have become high value targets in the B2B sector.
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
CRM Software
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. For those who do not have a good lead management system, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B acupuncture and acupressure practice industry, the the under-utilization of CRM can put your business at a competitive disadvantage.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to acupuncture and acupressure practices. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Reaching Prospective Customers
Prospecting transforms contacts into 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 meeting new people 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 and acupressure practices.
Lead lists are useful 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.
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