Profitable Niche Markets
Selling to Office Design Firms
First tier office design firms understand the value of every dollar. For entrepreneurs that market to office design firms, the upside is that a strong selling approach can lead to rapid customer acquisitions in this market.
In the current business climate, office design firms are looking for reliable products and great values.
With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. Smart sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific office design firms that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with office design firms leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can give your business a competitive edge.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for office design firms are as diverse as they come.
Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. From traditional marketing to cutting-edge Internet strategies, any initiative that fails to reach decision makers is a waste of time and resources.
With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best bet for making sure your team is equipped with the most up-to-date information possible. If you aren't happy with your current lead list provider, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted office design firm leads.
Sales Team Considerations
The majority of businesses that sell to office design firms utilize a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team 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.
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