Capitalizing on Niche Markets
Selling to Pulpwood Businesses
You'll need a unique combination of skills and determination to be successful selling to pulpwood businesses. Don't forget that pulpwood businesses aren't easy sales marks -- here's what you'll need to get purchase orders signed.
Despite robust demand for products sold to pulpwood businesses, penetrating the market can be challenging.
Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to pulpwood businesses.
Casting a Broad Net
The first step in selling to pulpwood businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
High Impact Strategies
Successful sales strategies leverage low-cost resources to achieve maximum results. In many cases, these strategies revolve around the more efficient utilization of resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of your efforts to reach top-tier pulpwood businesses.
How to Find Pulpwood Business Leads
Leads are the foundation of successful selling. 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 pulpwood businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most accurate source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing updated and sorted lead lists that can be used for direct mail and other marketing efforts directed toward pulpwood businesses.
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