How to Sell to Niche Markets
Selling to Environmental Testing Laboratories Businesses
As the market recovers, environmental testing laboratories businesses are timidly rebounding from the Great Recession and are positioned for investment. The challenging part is crafting a selling strategy that captures the attention of top-tier buyers.
As it turns out, environmental testing laboratories businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the environmental testing laboratories business industry where small oversights can translate into losses in market share.
CRM Software
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to assess their processes to make sure it is being used to its full potential.
In the B2B environmental testing laboratories business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
How to Sell to Environmental Testing Laboratories Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, environmental testing laboratories business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at environmental testing laboratories businesses 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.
How to Find Environmental Testing Laboratories Business Leads
Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of environmental testing laboratories businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward environmental testing laboratories businesses.
Share this article
Additional Resources for Entrepreneurs