Capitalizing on Niche Markets
Selling to Potting Soil Retail Businesses
To be sure, potting soil retail businesses are excellent sales targets -- and that presents an opportunity to entrepreneurs who have aggressive revenue targets. Don't forget that potting soil retail businesses aren't easy sales marks -- here's what you'll need to close sales in this niche market.
Despite robust demand for products sold to potting soil retail businesses, breaking into the market can be daunting.
Many potting soil retail businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to potting soil retail businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
Internet Strategies
With potting soil retail businesses going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the home base for 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.
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, quality is just as important as quantity when prospecting for potting soil retail 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.
CRM Software
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B potting soil retail business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
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