Niche Selling
Selling to Quilt Shops
The territory of quilt shops represents a big opportunity for B2B sales. The challenging part is crafting a selling strategy that gets your products noticed by high value prospects.
B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Marketing, Promotions & PR
Emerging B2B businesses are often tempted to buy their way into the market. Rather than taking the time to develop relationships with quilt shop owners, these companies flood the industry with high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Why Should a Prospect Buy From You?
The best sales programs prioritize strategies based on customer ROI. This is especially important when selling to quilt shops because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Customer Profiles
New entries to the quilt shop market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward giving your sales unit the edge it needs to convert high value quilt shop leads.
In this industry, it is especially important to develop a customer-focused approach. As a rule, quilt shops are very skilled at spotting B2B companies that don't have industry awareness and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
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