Capitalizing on Niche Markets
Selling to Programmed Instruction Businesses
The territory of programmed instruction businesses represents a big opportunity for fueling your company's growth. Here's what you'll need to sell to programmed instruction businesses in today's marketplace.
In the current business climate, programmed instruction businesses are looking for quality and affordability.
Many programmed instruction 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 programmed instruction businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
How to Find Programmed Instruction Business Leads
Leads form the basis for winning sales strategies. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of programmed instruction businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. If you're in the market for high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward programmed instruction businesses.
Tips for Selling to Programmed Instruction Businesses
Businesses that sell to programmed instruction businesses base their sales models on information about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
Know Your Products
In the real world, most programmed instruction businesses aren't interested in undifferentiated, non-specific product and service offerings. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, product details can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and smart. If you're selling a service to programmed instruction businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
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