Capitalizing on Niche Markets
Selling to Power Presses Businesses
If your company is having trouble reaching sales targets, stop everything and take a look at our tips on selling to power presses businesses. This is the approach you need to get started selling to this market.
Over the past several years, power presses businesses have experienced moderate growth rates compared to other businesses.
If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.
Developing a Marketing Plan
A robust marketing strategy is the basis of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that power presses businesses are fast-paced operations with little patience for long sales cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.
How to Find Power Presses Business Leads
Leads form the basis for winning sales strategies. The first step in lead generation is to analyze the local market. From there, you can widen the field to include the yellow pages, Internet searches and trade listings.
The names of power presses businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most reliable source of qualified sales leads is often a third-party lead list provider. If you're in the market for high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward power presses businesses.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to power presses businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
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