B2B Selling Advice
Selling to Information Brokers Businesses
No doubt about it, information brokers businesses are important sales prospects for companies that are poised to sell well in a competitive marketplace. This is the approach you need to get started selling to this market.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately information brokers businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.
How to Sell to Information Brokers Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, information brokers business business owners are extremely busy and have no time for long sales pitches. 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 information brokers 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.
Educate Your Sales Force
In the real world, most information brokers businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor in conversions. It's crucial for your sales team to be knowledgeable about product specifications and support. If you're selling a service to information brokers businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
Reaching Prospective Customers
Prospecting is the process of identifying potential customers and converting them to qualified leads.
Networking can enhances the value of prospecting and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people 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, quality is just as important as quantity when prospecting for information brokers businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Share this article
Additional Resources for Entrepreneurs