Business Development Strategies for Niche Markets
Selling to Licensed Public Accountants Businesses
Businesses that sell to licensed public accountants businesses face internal and external hurdles to success. For businesses that market to licensed public accountants businesses, the focused selling strategies discussed in this article can critical in penetrating the industry.
In today's economy, even small mistakes affect your company's bottom line and impede your selling success.
If selling to licensed public accountants businesses is your core business, your odds of success increase dramatically when you incorporate a few proven resources and techniques into the selling process.
Sales Team Considerations
Most of the businesses that sell to licensed public accountants businesses 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 mavericks 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 become role models for teamwork.
Industry Developments
Inevitably, licensed public accountants businesses are constantly evolving to meet the needs of the marketplace. Companies that sell to licensed public accountants businesses should likewise adapt their approach to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a competitive disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation 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 licensed public accountants businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
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