How to Sell to Niche Markets
Selling to Environmental Products Businesses
You'll need the right mix of skills and determination to close sales with environmental products businesses. For business sellers prepared to compete, environmental products businesses offer a dependable channel for sales and revenues .
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
Your approach will vary according to your circumstances and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to environmental products businesses.
Casting a Broad Net
The first step in selling to environmental products businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Role of Owners & Managers
Owners and managers are active players in selling to environmental products businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Focused Messaging
Effective lead generation processes are vital for firms that sell to environmental products businesses. Sales teams should be trained in sound lead generation and prospect qualification principles. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only part of the story. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Don't forget that environmental products businesses are educated buyers who can spot an empty value proposition from a mile away. To get their attention, you'll need to create highly focused sales messages that emphasizes your product's strengths and value points.
Share this article
Additional Resources for Entrepreneurs