Capitalizing on Niche Markets
Selling to Paint Stores
Businesses that sell to paint stores face internal and external barriers to success. If your offerings appeal to this market, it's time to learn how to sell to paint stores in the new economy.
In the current business climate, paint stores are looking for quality and affordability.
The process of converting paint stores from prospects to satisfied customers isn't random. It takes a deliberate approach from owners and managers to create a strategy that is tailored to your product line and customer base.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to paint stores should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the man hours it takes to create your own lead list from scratch.
At Gaebler, we advise our business partners to explore Experian Business Services for paint store lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to geography area, demographic traits and other criteria.
Customer Profiles
New companies in the paint store market are advised to create 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 paint store leads.
In this industry, it is especially important to develop a customer-focused approach. As a rule, paint stores 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.
High Impact Strategies
Successful sales strategies leverage low-cost resources to achieve maximum results. In many cases, these strategies revolve around the more efficient utilization of resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of the tools you employ to convert high value paint stores.
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