Capitalizing on Niche Markets
Selling to Printed Envelopes Businesses
As the dust clears, printed envelopes businesses are timidly rebounding from the Great Recession and are starting to reinvest. For entrepreneurs that market to printed envelopes businesses, the good news is that the right sales strategy can lead to fast conversions in this market.
Hustle is the name of the game for entrepreneurs who are interested in selling equipment and supplies to printed envelopes businesses.
Leveraging the strength of the market, entrepreneurs are streaming into the marketplace, eager to earn their share of the profits. Competition can be tight, so new businesses have to be careful about the way they approach printed envelopes businesses.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to printed envelopes businesses.
Sales Strategy Tips
Effective printed envelopes business sales strategies are concerned about both sales techniques and ROI. Some sales techniques are simply more efficient than others and the ones that maximize ROI need to be prioritized.
Also, it's important to avoid a silo approach to printed envelopes business sales. Companies that create firewalls around their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.
Avoid Ambiguous or Confusing Sales Messages
Messaging is an important part of a successful sales strategy. Unfocused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
Ideally, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although there are multiple ways to generate leads, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are adept at providing targeted lists of printed envelopes businesses that can be customized to your precise specifications.
Share this article
Additional Resources for Entrepreneurs