How to Sell to Niche Markets
Selling to Enrolled Agents Businesses
Today's top enrolled agents businesses understand the value of every dollar. The challenging part is crafting a selling strategy that captures the attention of top-tier buyers.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for enrolled agents businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to enrolled agents businesses should be looking for energetic sales professionals with a self-directed work background. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that enrolled agents business owners appreciate team-based sales and marketing techniques and may react negatively to sales reps who seem overly disconnected from their sales unit.
Share this article
Additional Resources for Entrepreneurs