Capitalizing on Niche Markets
Selling to Planetariums Businesses
As the dust clears, planetariums businesses are slowly emerging from the Great Recession and are starting to reinvest. For businesses that target planetariums businesses, the upside is that a strong selling approach can lead to rapid customer acquisitions in this market.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately planetariums businesses are plentiful, but the challenge is to acquire and retain new accounts.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to planetariums businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the technology and staff inputs necessary to generate leads internally.
At Gaebler, we advise our business partners to explore Experian Business Services for planetariums business lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to your precise lead specifications.
Internet Strategies
With planetariums businesses now turning to the Internet for equipment and supplies, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, you should also consider incorporating email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Industry Experience
In planetariums 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 understand the pressure points of a typical planetariums 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, planetariums businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
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