Business Development Strategies for Niche Markets
Selling to Landscape Architect Firms
It takes the right mix of skills and determination to sell to landscape architect firms. For businesses that target landscape architect firms, the upside is that a strong selling approach can lead to fast conversions in this market.
Many landscape architect firms rely on third-party vendors for equipment, supplies and other products. As such, many B2B companies build their business plans around sales to landscape architect firms.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately landscape architect firms are plentiful, but the challenge is to acquire and retain new accounts.
Direct Marketing Strategies
Direct marketing is an effective way to sell to landscape architect firms. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a foundation for relationships with landscape architect firms that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of landscape architect firms that produce high conversion rates.
Hiring Staff
Your sales team is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team lacks the expertise and resources to perform at the highest levels.
Most landscape architect firms appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in techniques for service after the sale.
Sales Team Considerations
Most of the businesses that sell to landscape architect firms take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for lone rangers in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to model team-based behaviors throughout the organization.
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