Capitalizing on Niche Markets
Selling to Pressure Sensitive Adhesive Paper Businesses
As the market recovers, pressure sensitive adhesive paper businesses are gradually bouncing back from the Great Recession and are starting to reinvest. Don't forget that pressure sensitive adhesive paper businesses aren't easy sales marks -- here's what you'll need to close sales in this niche market.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
Many pressure sensitive adhesive paper businesses expect high levels of service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to pressure sensitive adhesive paper businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Direct Marketing Strategies
Direct marketing has proven to be an effective selling strategy for pressure sensitive adhesive paper businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a baseline for relationships with pressure sensitive adhesive paper businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of pressure sensitive adhesive paper businesses that produce high conversion rates.
Customer Profiles
New companies in the pressure sensitive adhesive paper business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward arming your business with the information it needs to reach high value pressure sensitive adhesive paper business leads.
In this industry, it is especially important to develop a customer-focused approach. In general, pressure sensitive adhesive paper businesses are very skilled at spotting B2B companies that don't have industry awareness and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Sales Team Considerations
Most of the businesses that sell to pressure sensitive adhesive paper businesses take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
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