Profitable Niche Markets
Selling to Occupational Therapy and Rehabilitation Practices
You'll need a strategy that incorporates skills and determination to sell to occupational therapy and rehabilitation practices. Don't forget that occupational therapy and rehabilitation practices aren't easy sales marks -- here's what you'll need to compete in today's market.
The world is an uncertain place for emerging businesses and businesses are constantly adapting their sales approaches to respond to market demands.
The process of moving occupational therapy and rehabilitation practices from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that is tailored to your product line and customer base.
Market Aggressively
Effective marketing directly impacts occupational therapy and rehabilitation practice sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to take a careful approach to capture the attention of decision makers.
A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.
Sales Team Considerations
Most of the businesses that sell to occupational therapy and rehabilitation practices take a team sales approach.
Although your team may consist 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 model team-based behaviors throughout the organization.
Customer Profiles
New companies in the occupational therapy and rehabilitation practice market are advised to work up detailed customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value occupational therapy and rehabilitation practice leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. In general, occupational therapy and rehabilitation practices are very skilled at spotting B2B companies that are out of touch with the industry and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Share this article
Additional Resources for Entrepreneurs