How to Sell to Niche Markets
Selling to Emergency Disaster Preparedness Businesses
The landscape of emergency disaster preparedness businesses represents a big opportunity for for sales reps who are adept at B2B selling. Don't forget that emergency disaster preparedness businesses aren't easy sales marks -- here's what you'll need to close sales in this niche market.
Many emergency disaster preparedness businesses depend on distributors and vendors. So, many B2B companies build their strategic plans around sales to emergency disaster preparedness businesses.
Your approach will vary according to your situation and your company's unique business model. But overall, there are several things you will need to consider when devising a system for selling to emergency disaster preparedness businesses.
How to Evaluate Sales Staff
Periodic staff assessment is essential 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 emergency disaster preparedness businesses.
Marketing to Emergency Disaster Preparedness Businesses
There are multiple methods for marketing your products to emergency disaster preparedness businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can substantially boost conversions and revenue.
Many businesses find that direct marketing is also helpful in marketing to emergency disaster preparedness businesses because it is a non-threatening way to get their foot in the door with new customers.
The first step toward direct marketing success is to obtain a lead list from an established third-party provider like Experian Business Services, a company that is well-known in the B2B community. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.
CRM Software
CRM (Customer Relationship Management) technology is old hat 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 evaluate their processes to make sure it is being used to its full potential.
In the B2B emergency disaster preparedness business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
Share this article
Additional Resources for Entrepreneurs