Niche Market Sales Tips
Selling to Breakfast and Brunch Restaurants
To be sure, breakfast and brunch restaurants are excellent sales targets -- and that presents an opportunity to sellers who are eager to get in on the action. Here is the information that will help you get started selling to this market.
Despite robust demand for products sold to breakfast and brunch restaurants, penetrating the market can be daunting.
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.
Sales Team Considerations
Many businesses that sell to breakfast and brunch restaurants utilize a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for lone rangers in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to model team-based behaviors throughout the organization.
Casting a Broad Net
The first step in selling to breakfast and brunch restaurants is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Sales & Marketing Tips
Some B2B breakfast and brunch restaurant suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways breakfast and brunch restaurant 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.
Leading B2B sales teams recognize the importance of reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying breakfast and brunch restaurant leads, you will struggle to gain traction in the industry.
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 breakfast and brunch restaurant lead lists to B2B sellers.
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