Capitalizing on Niche Markets
Selling to Process Service Businesses
The vast majority of process service businesses have tight budgets and no time for games. We'll tell you what it takes to get past selling hurdles in the process service business market and dominate the competition.
Over the past several years, process service businesses have experienced moderate growth rates compared to other businesses.
Your approach will vary according to your circumstances and your company's unique business model. But overall, there are several things you will need to consider when crafting a strategy to sell to process service businesses.
Direct Marketing Strategies
Direct marketing has many advantages for selling to process service businesses. The benefit of direct marketing is that it is a way to manage costs when reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a foundation for relationships with process service businesses that can benefit from your products or services.
The challenge with 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 process service businesses that generate sales revenue and repeat business.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that process service business owners appreciate team-based sales and marketing techniques and may not respond to sales reps who seem overly disconnected from their sales unit.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.
For example, even though it might seem logical to increase the size of your sales force to expand your base of process service business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
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