Capitalizing on Niche Markets
Selling to Pizza Equipment and Supplies Businesses
Companies that market to pizza equipment and supplies businesses face internal and external barriers to success. If your offerings appeal to this market, it's time to learn how to sell to pizza equipment and supplies businesses in the current business climate.
No one gets a free lunch in B2B sales. To succeed in this environment, you need the right combination of skills and expertise.
The process of converting pizza equipment and supplies businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Casting a Broad Net
The first step in selling to pizza equipment and supplies businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can enhances the value of prospecting and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for pizza equipment and supplies businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Why Should a Prospect Buy From You?
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to pizza equipment and supplies businesses because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
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