Capitalizing on Niche Markets
Selling to Print Advertising Businesses
No doubt about it, print advertising businesses are high value sales prospects for business sellers that are prepared for a competitive marketplace. Here is the information you need to get started selling to this market.
The world is an uncertain place for emerging businesses and businesses are constantly adapting their sales approaches to respond to market demands.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to print advertising businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Marketing, Promotions & PR
Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with print advertising business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
How to Sell to Print Advertising Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, print advertising business business owners are have no patience for extended pitches and sales cycles. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at print advertising businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
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