Mastering Niche Market Sales
Selling to Natural Resources Consulting Practices
Companies that market to natural resources consulting practices face internal and external barriers to success. We'll tell you how to conquer selling hurdles in the natural resources consulting practice market and dominate the rest of the field.
A good sales strategy is worth it's weight in gold. So for businesses that sell to natural resources consulting practices, strategic sales planning is a prerequisite for success.
Many natural resources consulting practices expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to natural resources consulting practices, the steady execution of business fundamentals is just as important as your relationships with your customers.
Role of Owners & Managers
Owners and managers are active players in selling to natural resources consulting practices. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Casting a Broad Net
The first step in selling to natural resources consulting practices is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that is becoming increasingly reliant on e-commerce and other long distance marketing channels.
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.
Direct Marketing Strategies
Direct marketing is an effective way to sell to natural resources consulting practices. 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 natural resources consulting practices 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. 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 natural resources consulting practices that generate sales revenue and repeat business.
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