Business Development Strategies for Niche Markets
Selling to Labor Unions
As the dust clears, labor unions are gradually bouncing back from the economic downturn and are once again poised to invest. The implementation of these techniques for selling to the labor union market will move you significantly closer to your sales goals.
In recent years, labor unions have experienced slow, but steady growth.
Good sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target labor unions. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Industry Developments
Inevitably, labor unions are constantly evolving to meet the needs of the marketplace. Companies that sell to labor unions need to evolve with their customers to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a substantial disadvantage, especially in this industry.
Subscriptions to trade journals and networking are useful tools for business owners and sales teams who recognize their need to stay current on industry developments.
Role of Owners & Managers
Owners and managers play an active role in selling to labor unions. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
Gaining Traction in the Marketplace
Every B2B business dreams about their products' viral marketing potential. But viral marketing strategies are a far cry from money in the bank.
To succeed with labor unions, you'll want to apply a diverse mix of marketing strategies that exploit the benefits of a multichannel approach.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of labor union contacts.
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