Capitalizing on Niche Markets
Selling to Pet Grooming and Boarding Businesses
Today's top pet grooming and boarding businesses understand the value of every dollar. To dominate in the pet grooming and boarding business industry, you'll need to pay attention to the basics.
In the current business climate, pet grooming and boarding businesses are looking for quality and affordability.
If starting a pet grooming business is on your to-do list, this advice is for you.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately pet grooming and boarding businesses are plentiful, but the trick is to acquire and retain new accounts.
Direct Marketing Strategies
Direct marketing is an effective way to sell to pet grooming and boarding businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a selling perspective, direct marketing establishes a foundation for relationships with pet grooming and boarding businesses that can benefit from your products or services.
The challenge with direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Many businesses find that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of pet grooming and boarding businesses that generate sales revenue and repeat business.
Be Prepared for Tough Questions
In the real world, most pet grooming and boarding businesses aren't interested in middle of the road products. Before they commit to a purchase, 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 a sale. It's crucial for your sales team to be knowledgeable and informed. If you're selling a service to pet grooming and boarding businesses, 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.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to pet grooming and boarding businesses.
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