How to Sell to Niche Markets
Selling to Elastic Goods Retailers
As the market recovers, elastic goods retailers are gradually bouncing back from the Great Recession and are starting to reinvest. With a careful strategy, your business can tap into a sizable revenue base selling to elastic goods retailers.
Over the past several years, elastic goods retailers have experienced slow, but steady growth.
Frequently, the best B2B businesses achieve success through the consistent application of proven selling concepts. That's especially true in the elastic goods retailer industry where careless mistakes can translate into losses in market share.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with elastic goods retailer owners, these companies unleash an avalanche of high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
How to Sell to Elastic Goods Retailers
Once your foot is in the door, how do you close the sale?
Like many of us, elastic goods retailer business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and make your pitches as concise as possible.
In some instances, your initial contact at elastic goods retailers you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Casting a Broad Net
The first step in selling to elastic goods retailers 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.
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