Mastering Niche Market Sales
Selling to Nutrition Programs Businesses
Without a doubt, nutrition programs businesses are high value sales targets in today's marketplace. The tricky part is designing a sales plan that captures the attention of top-tier buyers.
Most nutrition programs businesses have experienced moderate growth rates compared to other businesses.
If selling to nutrition programs businesses is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Sales Team Considerations
The majority of businesses that sell to nutrition programs businesses take a team sales approach.
Although your team may be comprised 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.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with nutrition programs business owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Market Intelligence
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific nutrition programs businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with nutrition programs businesses leaders and their staff can establish a basis for the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
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