Profitable Niche Markets
Selling to Observatories
As the market recovers, observatories are gradually bouncing back from the economic downturn and are once again poised to invest. With the right approach, your business can earn a hefty profit selling to observatories.
In recent years, observatories have become high value targets in the B2B sector.
For small businesses that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Sales Strategy Tips
Effective observatory sales strategies are concerned about both sales techniques and ROI. Some sales techniques are more capable than others and the ones that maximize ROI need to be prioritized.
Also, it's important to avoid a silo approach to observatory sales. Companies that isolate their sales units lag in the marketplace, especially when they face companies that encourage cooperation between sales, marketing and other units.
Strategies for Selling to Observatories
Although there are exceptions, observatories are always interested in products that help them better serve their customers.
Cost is a constant concern, but if observatories believe a new product or line of products can substantially improve their customers' experience, the quality of your products may be more important than the price.
Businesses that sell to observatories need to also recognize the fact that observatories aren't necessarily the beneficiaries of their products, so strategies that focus on enhancing customer experiences are frequently well-received by buyers.
Sales & Marketing Tips
Some B2B observatory suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that addresses the diverse ways observatory owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
The best B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying observatory leads, you will have a hard time breaking into the market.
If your sales force is floundering in the area of lead generation, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable observatory lead lists to B2B sellers.
Share this article
Additional Resources for Entrepreneurs