Capitalizing on Niche Markets
Selling to Prepress Services Businesses
Businesses that market to prepress services businesses face internal and external barriers to success. With these useful selling tips, you can improve your sales model and increase your returns when selling to prepress services businesses.
Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a daunting � but ultimately achievable business goal.
With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.
Know Your Products
In reality, most prepress services businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to prepress services businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.
Role of Owners & Managers
Owners and managers are active players in selling to prepress services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Effective Marketing Strategies
Successful sales strategies begin with marketing, and the marketing strategies for prepress services businesses are as diverse as they come.
Yet in this industry, marketing effectiveness comes down to whether or not you're able to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted prepress services business leads.
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