Capitalizing on Niche Markets
Selling to Pipe Coatings and Linings Businesses
Entrepreneurs that sell to pipe coatings and linings businesses face internal and external obstacles to success. To dominate in the pipe coatings and linings business industry, you'll need to pay attention to the basics.
Not surprisingly, pipe coatings and linings businesses play by the same rules as any other type of business; they're in the market for high quality products at reasonable prices.
Many pipe coatings and linings businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to pipe coatings and linings businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
How to Communicate Your Message
Messaging is an important part of a successful sales strategy. Unfocused messaging dilutes the sales cycle and makes it challenging for your customers to discern the value of your products.
For maximum impact, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of pipe coatings and linings businesses that can be tailored to meet geographic and demographic criteria.
Strategy and ROI
The best sales programs incorporate customer return on investment concerns into their sales strategies. This is especially important when selling to pipe coatings and linings businesses because in this industry, tight sales and marketing budgets are the norm, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Industry Experience
In pipe coatings and linings business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to be familiar with the things are important to a typical pipe coatings and linings business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, pipe coatings and linings businesses may also be more friendly to sellers within their network, so it's important to increase the size of your network as quickly as possible.
Share this article
Additional Resources for Entrepreneurs