Mastering Niche Market Sales
Selling to Nutrition Physicians Practices
In spite of high levels of competition, there are still opportunities for emerging entrepreneurs to sell into the nutritionist practice market. For business sellers prepared to compete, nutritionist practices offer a reliable source of income .
There are no magic formulas for selling to nutritionist practices. The basis for success is the same as it is in many other industries.
Good sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target nutritionist practices. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
Industry Experience
In nutritionist practice 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 nutritionist practice.
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, nutritionist practices may also be more amenable to sellers within their network, so it's important to increase the size of your network as quickly as possible.
Marketing to Nutrition Physicians Practices
There are multiple methods for marketing your products to nutritionist practices. 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 makes a difference in marketing to nutritionist practices because it is a non-threatening way to get their foot in the door with new customers.
The first step in developing a direct marketing campaign 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.
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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to nutritionist practices.
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