Sales Advice By Market
Selling to Animal Shelters
There's no question that animal shelters are major players in a growth industry -- and that makes them attractive to entrepreneurs who are eager to get in on the action. Here are some of the things that are required to sell to animal shelters in today's marketplace.
A good sales strategy is the foundation of a solid revenue stream. So for businesses that sell to animal shelters, there is no substitute for a strategic sales approach.
Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
How to Find Animal Shelter Leads
Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of animal shelters you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most reliable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward animal shelters.
Niche Selling
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the animal shelter industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.
Review Mechanisms
It's also important to regularly assess your personnel and overall selling strategy. Internal review processes should be based on quantifiable data as well as direct input from animal shelters themselves.
If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.
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