Business Development Strategies for Niche Markets
Selling to Liquid and Bulk Storage Businesses
There's no question that liquid and bulk storage businesses are major players in a growth industry -- and that presents an opportunity to vendors who have aggressive revenue targets. If you're tired of underdelivering on your sales numbers, maybe it's time to start selling to liquid and bulk storage businesses.
Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting � but ultimately achievable business goal.
Most liquid and bulk storage businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to liquid and bulk storage businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Casting a Broad Net
The first step in selling to liquid and bulk storage businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Marketing to Liquid & Bulk Storage Businesses
There are multiple methods for marketing your products to liquid and bulk storage businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can substantially boost conversions and revenue.
Many businesses find that direct marketing is also helpful in marketing to liquid and bulk storage businesses because it is a non-threatening resource for introducing their products to new customers.
The first step toward direct marketing success is to obtain a lead list from an established third-party provider like Experian Business Services, a company with a reputation for quality and service. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.
Collaborative Strategies
Cooperation is a key feature of companies that succeed in selling to liquid and bulk storage businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the spark that is needed to take your company to the next level.
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