Capitalizing on Niche Markets
Selling to Photo Imaging Businesses
If your business is missing sales benchmarks, stop everything and read our advice on selling to photo imaging businesses. Don't forget that photo imaging businesses aren't easy sales marks -- here's what you'll need to compete in today's market.
As it turns out, photo imaging businesses play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.
Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
Create a Plan
There is nothing accidental about effective photo imaging business sales. The industry is filled with seasoned veterans who know their way around the marketplace.
Subsequently, leading B2B sellers know better than to leave anything to chance. Before they initiate contact with prospects, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with a skeletal strategy in some industries, the photo imaging business industry will crush your business dreams unless you go into it with a carefully crafted blueprint.
Marketing Channels for Photo Imaging Businesses
Despite the many methods businesses use to market their products, there is one truth that applies to all photo imaging business marketing strategies -- no single marketing channel is capable of capturing the attention you need to meet your sales goals.
Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.
Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a large quantity of leads that are up-to-date and targeted to the kinds of prospects that are most likely to respond to your products. In our experience, Experian Business Services has the largest and most accurate database of photo imaging businesses on the market.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop 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 photo imaging businesses.
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