Sell to Your Target Market
Selling to Silver Products Businesses
The problem with selling to silver products businesses is that misguided efforts can threaten your entire plan for success. Product quality, cost and service are all important considerations – so businesses that sell to silver products businesses need to demand excellence from their team.
No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.
With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.
Internet Strategies
With silver products businesses going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Focused Messaging
Effective lead generation processes are vital for firms that sell to silver products businesses. Sales teams should be trained in sales and prospecting techniques, even if assistants handle most of the qualification activities. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that silver products businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that emphasizes your product's strengths and value points.
Know the Competition
Companies who sell to silver products businesses face no small amount of competitive pressure.
Like it or not, there are many other businesses that share your product focus. Subsequently, silver products businesses are bombarded with promotional messaging and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to evaluate and establish differentiated sales features. Although there are many ways to research your competitors, discussions with silver products businesses themselves may be the best source of information.
Share this article
Additional Resources for Entrepreneurs