Niche Sales Strategies
Selling to Design and Communications Agencies Businesses
There's no question that design and communications agencies businesses are major players in a growth industry -- and that presents an opportunity to entrepreneurs who are eager to get in on the action. For entrepreneurs that market to design and communications agencies businesses, the good news is that the right sales strategy can lead to fast conversions in this market.
Over the past several years, design and communications agencies businesses have become high value targets in the B2B sector.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately design and communications agencies businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to design and communications agencies businesses.
Marketing Channels for Design & Communications Agencies Businesses
Even though companies market their products in many different ways, there is one truth that applies to all design and communications agencies business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.
Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.
Companies that lead the industry in market share routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to likely-to-convert prospects. In our experience, Experian Business Services has the largest and most accurate database of design and communications agencies businesses on the market.
Developing a Marketing Plan
A solid marketing plan is the foundation of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that design and communications agencies businesses are fast-paced operations with little patience for long sales cycles.
A well thought-out marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan provides a coordinated selling strategy that delivers results.
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