Capitalizing on Niche Markets
Selling to Pediatrics Pulmonary and Respiratory Practices
As the dust clears, pediatric pulmonary and respiratory practices are gradually bouncing back from the Great Recession and are once again poised to invest. If you're tired of sitting on the sidelines, maybe it's time to start selling to pediatric pulmonary and respiratory practices.
In recent years, pediatric pulmonary and respiratory practices have experienced moderate growth rates compared to other businesses.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Know Your Products
In the real world, most pediatric pulmonary and respiratory practices aren't interested in middle of the road products. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor in conversions. It's imperative for your sales team to be knowledgeable and informed. If you're selling a service to pediatric pulmonary and respiratory practices, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
Marketing Mix
Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Although there are no one-size-fits-all marketing strategies for pediatric pulmonary and respiratory practices, B2B sellers can almost always benefit from outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of pediatric pulmonary and respiratory practices. For many businesses, these lists set the stage for the rest of the sales cycle.
Networking Tips
The pediatric pulmonary and respiratory medical practice industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to encourage networking strategies and proactively model relational sales techniques.
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