Business Development Strategies for Niche Markets
Selling to Lockers and Plants Frozen Food Businesses
There's no question that lockers and plants frozen food businesses are major players in a growth industry -- and that presents an opportunity to entrepreneurs who are eager to get in on the action. To dominate in the lockers and plants frozen food business industry, you'll need to closely adhere to a handful of sales fundamentals.
Over the past several years, lockers and plants frozen food businesses have experienced moderate growth rates compared to other businesses.
Many lockers and plants frozen food businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to lockers and plants frozen food businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
Industry Experience
In lockers and plants frozen food business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical lockers and plants frozen food business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, lockers and plants frozen food businesses may also be more friendly to sellers within their network, so it's important to expand your industry contact base as quickly as possible.
Direct Marketing Strategies
Direct marketing has many advantages for selling to lockers and plants frozen food businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a platform for relationships with lockers and plants frozen food businesses that can benefit from your products or services.
The challenge with direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Many businesses find that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of lockers and plants frozen food businesses that produce high conversion rates.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be acceptable for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to lockers and plants frozen food businesses.
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