Capitalizing on Niche Markets
Selling to Printing Consultants Businesses
The problem with selling to printing consultants businesses is that misguided efforts can threaten your entire plan for success. For business sellers prepared to compete, printing consultants businesses offer a dependable channel for sales and revenues .
Over the past several years, printing consultants businesses have experienced moderate growth rates compared to other businesses.
More often than not, the best B2B businesses achieve success through the consistent application of proven selling concepts. That's especially true in the printing consultants business industry where simple blunders can translate into losses in market share.
Sales Team Considerations
Most of the businesses that sell to printing consultants businesses take a team sales approach.
Although your team may be comprised of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for lone rangers 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.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for printing consultants businesses.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Developing a Marketing Plan
A solid marketing plan is the foundation of a profitable sales strategy. Your team might be stocked with top-tier sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that printing consultants businesses are fast-paced operations with little patience for drawn out sales meetings and follow-up cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.
Share this article
Additional Resources for Entrepreneurs